We are a global team of innovators and pioneers dedicated to shaping the future of observability. At New Relic we build an intelligent platform that empowers companies to thrive in an AI-first world by giving them unparalleled insight into their complex systems. As we continue to expand our global footprint were looking for passionate people to join our mission. If youre ready to help the worlds best companies optimize their digital applications we invite you to explore a career with us!

Role Profile: Partner Sales Manager

This role is the strategic growth role for India. While the PDM focuses on high-velocity VARs and resellers the Partner Sales Manager (PSM) is responsible for the long-game: embedding New Relic into the fabric of Global System Integrators (GSIs) and capturing the massive Global Capability Center (GCC) market in India.

In the Indian context GSIs like Wipro TCS and Infosys are not just partners; they are often the de facto IT departments for the worlds largest companies. This role is about Selling To (MSP model) and Selling Through (New Logo pipeline) these giants.

The Mission: The Captive Market Capture

India is home to over 1500 GCCs (the India hubs for Fortune 500 companies). These hubs are the engine rooms for global digital transformation. You will position New Relic as the Source of Truth for these GCCs by leveraging the GSI teams that manage their applications and cloud infrastructure.

Key Responsibilities

• GSI MSP Strategy: Drive the Sell-To motion where GSIs consume New Relic as a managed service to monitor their global clients environments.
• GCC Territory Expansion: Map the 1500 GCCs in India and align with the specific GSI Account Units (e.g. Wipros BFSI unit or TCSs Retail unit) that support them.
• Service Catalog Integration: Ensure New Relic is the Standard Tech Stack within the GSIs Cloud Migration and Modernization frameworks.
• New Logo Pipeline: Leverage GSI influence to drive net-new enterprise logos where the GSI is the trusted advisor and New Relic is the recommended solution.
• Global/Local Orchestration: Work with New Relics Account Executives to ensure that wins within a GCC in India are translated into global enterprise agreements.

Behaviors for Success

GSIs are complex ecosystems. Success requires a sophisticated multi-threaded approach:

• Navigating the Service Line vs. Vertical: You must be able to influence both the Service Line leads (e.g. Cloud DevOps or Digital transformation heads) and the Vertical heads (e.g. the person running the Retail business for TCS).
• The Center of Excellence (CoE) Strategy: Build and nurture New Relic CoEs within the GSIs. Ensure their architects are trained to lead with New Relic when pitching a Cloud Migration to a Fortune 500 client.
• Outcome-Based Selling: In India GSIs care about efficiency and margin. Position New Relic as a tool that reduces their Mean Time to Resolve (MTTR) thereby increasing their service delivery margins.
• The GCC Influence Loop: Actively participate in GCC leadership forums (e.g. NASSCOM GCC meets) to position New Relic as the observability standard

Measures of Success (KPIs)

• MSP Sourced Revenue: ACR Sourced from GSIs using New Relic as part of their managed services such as APM or SAP.
• GCC New Logos: Number of new enterprise clients acquired within the India GCC territory.
• Influence Pipeline: Total value of opportunities where a GSI is the primary influencer or implementation partner.
• Certified GSI Architects: The number of L3 certified technical experts within the GSIs India-based CoEs.

The Ideal Candidate

• 10 Years of Senior Sales/Alliance Experience: You are a veteran of the Indian GSI landscape with deep existing connections at the VP and SVP levels within TCS Wipro or HCL.
• GCC Market Expert: You understand the unique Captive model in India and how decision-making is shared between the India GCC and the Global HQ.
• Complex Deal Architect: Proven ability to structure multi-million dollar MSP or Sell-Through agreements with GSIs.
• Strategic Diplomat: You can manage the friction that sometimes occurs between GSI partners and direct sales teams ensuring a Win-Win-Win for New Relic the Partner and the Customer.

Work Location: Flexible/Remote/Anywhere in India

Fostering a diverse welcoming and inclusive environment is important to us. We work hard to make everyone feel comfortable bringing their best most authentic selves to work every day. We celebrate our talented Relics different backgrounds and abilities and recognize the different paths they took to reach us including nontraditional ones. Their experiences and perspectives inspire us to make our products and company the best they can be. Were looking for people who feel connected to our mission and values not just candidates who check off all the boxes.

If you require a reasonable accommodation to complete any part of the application or recruiting process please reach out to .

We believe in empowering all Relics to achieve professional and business success through a flexible workforce model. This model allows us to work in a variety of workplaces that best support our success including fully office-based fully remote or hybrid.

Our hiring process

In compliance with applicable law all persons hired will be required to verify identity and eligibility to work and to complete employment eligibility verification. Note: Our stewardship of the data of thousands of customers means that a criminal background check is required to join New Relic.

We will consider qualified applicants with arrest and conviction records based on individual circumstances and in accordance with applicable law including but not limited to theSan Francisco Fair Chance Ordinance.

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