The PSA will be an Observability domain expert and will work with GSI Partners in India, who are actively engaged in EMEA, to develop new propositions, enhance GTM strategy and ensure successful customer outcomes in partnership with the Partner Sales organisation. You will be instrumental in accelerating the impact of your assigned partners, who will become a force multiplier for revenue growth in a highly competitive market.
Key Responsibilities:
- Joint Solution Design & Architecture Guidance: Collaborate closely with partners to understand their specific requirements and provide expert architectural guidance. You will help them design tailored solutions that leverage New Relics capabilities and align with best practices, contributing to repeatable joint solutions, blueprints and reference architectures.
- Partner Enablement & Certification: Develop, deliver, and continuously evolve comprehensive training programs for partners, enhancing their maturity and delivery capabilities to greater depth and scale. This includes conducting workshops, webinars, and on-site training sessions, as well as designing and operating partner certification programs.
- Technical Leadership & Partner Advocacy: Provide white-glove technical leadership to partners throughout all phases of engagement, from initial solution design to post-implementation. Act as the primary technical point of contact, ensuring seamless integration and operation of New Relic within partner solutions. Advocate for partner needs internally, orchestrating support from New Relics product, engineering, and support teams to drive successful outcomes and product enhancements.
- Pre-Sales & Post-Sales Partner Support: Serve as a technical trusted advisor and evangelist for partners, engaging in activities such as end-customer demonstrations, Proof of Value (PoV) engagements, and executive briefings. You will help overcome technical sales obstacles with creative and adaptive approaches, collaborating with the wider SA and SC teams as required.
- Relationship Management & Advocacy: Build and maintain strong, trust-based relationships with capability and delivery teams in your assigned partners. Act as a crucial conduit between partners and New Relics internal product management, engineering, and support teams, advocating for partner technical concerns, use cases, and feature requests to drive resolution and product enhancements.
- Content Creation & Thought Leadership: Create and maintain enablement and engagement plans, support with training materials, and other resources to support partner enablement. You will also contribute to thought leadership by presenting at industry events, conferences, and webinars, and by developing blog posts or whitepapers.
What Youll Bring:
- Transformation Project Acumen & GSI Engagement:
- Demonstrated experience working on large-scale enterprise transformation projects, encompassing people, process, and technology dimensions.
- Proficiency in understanding and navigating the methodologies, frameworks, and reference architectures typically employed by large Global System Integrators (GSIs) and IT consultancies in delivering complex transformation initiatives.
- Ability to strategically position these established GSI reference architectures and solution blueprints, demonstrating its value in achieving transformation outcomes.
- Proven capability to engage with GSI Centers of Excellence (CoEs) to develop repeatable joint solutions and reference architectures that feature New Relics product.
Technical Expertise:
- 8+ years of experience in a customer-facing or partner-facing technical role, such as Solutions Architect, Sales Engineer, or Technical Consultant, preferably within the software industry.
- Deep understanding and hands-on experience with observability platforms (e.g., New Relic, Dynatrace, Datadog, Splunk), including APM, Infrastructure Monitoring, Logs, Tracing, and Digital Experience Monitoring.
- Strong background in cloud technologies (AWS, Azure, GCP), containerization (Docker, Kubernetes, OpenShift), microservices architectures, DevOps/CI/CD practices and configuration management tools (e.g., Terraform, Ansible)
- Proficiency in one or more programming/scripting languages (e.g., Java, .NET, Python, Node.js, Go, Ruby).
- Experience with SAP and ServiceNow is a plus
- Preferred Certifications: Industry certifications such as AWS Certified Solutions Architect or TOGAF are a bonus
- Education: Bachelor s degree in Computer Science, Information Technology, Engineering (EE, CE), Management Information Systems (MIS), Business, or a related field (or equivalent work experience)
- Partner & Business Orientation:
- Demonstrated experience working with or supporting channel partners (System Integrators, MSPs) and/or strategic alliances (Cloud Providers, Technology Partners).
- Ability to translate complex technical concepts into clear, concise, and compelling business value propositions for both technical and non-technical audiences.
- Strong understanding of partner business models and how technology enables their growth and service offerings.
- Excellent presentation, communication, and interpersonal skills, with the ability to build strong, trusted relationships with partners at all levels.
- Superior organizational and project management skills, with the ability to manage multiple priorities in a fast-paced environment.
- Problem-Solving & Adaptability:
- A passion for solving complex technical and architectural challenges in real-time.
- Self-starter with a proactive and results-oriented mindset.
- Ability to work independently and collaboratively within a cross-functional team.
- A continuous learner with a desire to master new technologies and adapt to evolving market demands.
- Exceptional written and verbal communication skills, with the ability to effectively train, support, and present to diverse audiences, from technical staff to C-level executives
- Strong analytical, problem-solving, and troubleshooting skills, with the ability to think strategically
