AWS Alliance Manager

Responsibilities

• AWS Marketplace Dominance: Drive the adoption of AWS Marketplace Private Offers (MPPO) and Consulting Partner Private Offers (CPPO) to simplify procurement and leverage customer EDP (Enterprise Discount Program) commitments.
• Geo-Specific Sales Plays: Tailor the global AWS strategy for local execution. Work with the India, Asia, and ANZ sales leads to identify high-potential accounts for AWS co-sell.
• SAP-on-AWS Execution: Execute the SAP observability sales plays (designed by the Global Director) specifically for APAC customers migrating SAP S/4HANA workloads to AWS.
• AWS Field Enablement: Conduct regular "Lunch & Learns" and enablement sessions for AWS sellers in-region to keep New Relic top-of-mind.
• ACE Pipeline Management: Maintain the health and accuracy of the regional ACE pipeline, ensuring all leads are followed up by the New Relic field and updated in the AWS portal.
• Measures of Success (KPIs)
• APAC Marketplace Bookings: ACR growth for ANZ, India, and Asia via the AWS Marketplace.
• ACE Velocity: Percentage of deals in the APAC pipeline with an active, approved ACE registration.
• AWS Referred Growth: Increase in the number of new logos originated by AWS field sellers in the region.
• The Ideal Candidate
• Experience & Qualifications
• 5+ Years of Experience: Proven success in cloud-related sales or partner management, specifically within the AWS ecosystem in APAC.
• AWS Program Mastery: Expert-level knowledge of AWS ACE, ISV Accelerate, and Marketplace Private Offer mechanics.
• The "Co-Sell" Instinct: You understand how to map New Relic's value proposition to AWS's internal KPIs (e.g., driving cloud consumption and Marketplace retirements).
• Strategic Execution: Ability to take a global directive (like the SAP initiative) and turn it into a locally relevant sales script that resonates with an AWS AM in Mumbai or a Customer Success Lead in Singapore.

Benefits

Additional Information

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, we're looking for passionate people to join our mission. If you're ready to help the world's best companies optimize their digital applications, we invite you to explore a career with us! Role Profile: AWS Alliance Manager This AWS focused role role is the tactical counterpart to the Microsoft Azure role, specifically localized for the complex and high-growth APAC region. While the Global Director handles the top-down strategy, this Cloud Sales Manager will be the India-based expert driving high-velocity execution across the AWS ecosystem in India, Southeast Asia and ANZ. Role Overview As the Cloud Sales Manager for AWS in APAC , you are responsible for accelerating New Relic's co-sell momentum and Marketplace revenue across Australia/New Zealand, India, and Asia. Based in India , you will report directly to the Global Director of Cloud Sales and serve as the critical link between New Relic's APAC field sales teams and the AWS regional organizations. Your primary objective is to operationalize the AWS ACE (APN Customer Engagement) program and drive Marketplace adoption, ensuring New Relic is the preferred observability partner for AWS customers in the region. The Mission You will navigate the unique nuances of the APAC cloud market - from the massive scale of enterprise migrations in India to the digital transformation leaders in ASEAN and the mature cloud-first markets of ANZ. You will be 'in the field', building trust with AWS Account Managers (AMs) and ISV Success Managers (ISMs) to ensure New Relic is attached to every major AWS deal.

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