At Dynatrace, our drive for innovation is unparalleled, and that’s why our most strategic alliances like Accenture, Deloitte, DXC, AWS, Azure, SAP, and others succeed with our offerings. Our fast-paced Sales team is expanding the way we cover some of our most important partners. We’re looking for a “MICROSOFT Global Partner Account Director” reporting into the RVP of our Hyperscaler Business as part of our Partners and Alliances organization. You will work closely with our top-performing sales team to identify and drive Dynatrace partner powered offerings into our mutual target accounts.
Responsibilities:
- Lead the global alliance with MICROSOFT, one of Dynatrace’s most prominent strategic Hyperscalers. This includes running a matrix global team of regional MICROSOFT, technical and marketing resources.
- Lead the overall partner business plan, strategy, and vision. Conducting quarterly business reviews with the C-Level Executive teams, creating design wins, and operating at a level where the candidate will own the 360-degree relationship; support the sell to, and outright own the sell-in, sell-out, sell with and through. This will include both a co-sell motion and marketplace transactions.
- Understand MICROSOFT’s business and align Dynatrace solutions to develop compelling ‘go to market’ propositions.
- Collaborate closely with our Product and R&D teams to align strategies and solutions that we can jointly embed and enhance our mutual customer’s experience.
- Demonstrate ability to effectively communicate the value of the Dynatrace solutions to both C-level’ business leaders and ‘technical’ staff members.
- Enable partner’s Marketing teams to become self-sufficient in the marketing of the jointly developed solutions but also engage them in ambitious, shared demand generation initiatives.
- Develop and build sales strategies across all Dynatrace powered partner solutions and prepare their regional landing in key geos (Europe, Americas, APAC.)
- Collaborate with regional Dynatrace Partner managers to build field connections with your partner’s local teams and enhance commercial effectiveness.
- Manage, Track and Report highest priority action items, results, business plan development, marketing-related successes, and accurate partner sales forecasts.
- Be able to manage your time and travel expenses in accordance with the requirements of the company.
Minimum Requirements:
- Bachelor’s degree in Computer Science or equivalent education or experience required.
- 3+ years of experience within the observability or security space in a Partner role with MICROSOFT.
- 35% global travel.
Preferred Requirements:
- Experience directing a global Hyperscaler team. Matrix responsibility for geo alignment driving co-build, co-market, and co-sell with the supporting business units within Dynatrace.
- Preference given to Seattle, WA location.
- An extensive track record in software sales, systems integration delivery / business development, channel management (10+ years).
- Proven experience of working with various partners and multicultural teams.
- Experience within, or an understanding of what observability is and why it matters.
- A proven track record of over achievement against targets.
- A track record of recruiting Partners and generating new business revenues.
- Solution development experience in a software/services environment.
- Managed Services, Digital Agency, and ISV ecosystem experience is a plus.
- Must be fluent in English.
- Previous experience in leading the strategic development of a Global Systems Integrator/Hyperscaler alliance is mandatory.
Why you will love selling and working with our Dynatrace platform
- Dynatrace is a leader in unified observability and security.
- We provide a culture of excellence with competitive compensation packages designed to recognize and reward performance.
- Our employees work with the largest cloud providers, including AWS, Microsoft, and Google Cloud, and other leading partners worldwide to create strategic alliances.
- The Dynatrace platform uses cutting-edge technologies, including our own Davis hypermodal AI, to help our customers modernize and automate cloud operations, deliver software faster and more securely, and enable flawless digital experiences.
- Over 50% of the Fortune 100 companies are current customers of Dynatrace.
Compensation and rewards
The base salary range for this role is $190,000 - $220,000. When determining your salary, we consider your experience, skills, education, and work location.
Our total compensation package includes unlimited personal time off, an employee stock purchase plan, and a reward system.
We also offer medical/dental benefits, and a company matching 401(k) plan for retirement.
All your information will be kept confidential according to EEO guidelines.
We offer competitive compensation, company-sponsored premium benefits, medical, dental, vacation/holidays, company matching 401(k) Plan, etc. Dynatrace is an Equal Opportunity/Affirmative Action employer. All qualified applicants will receive consideration for employment without regard to race, sex, color, gender identity, religion, national origin, ancestry, citizenship, physical abilities, age, sexual orientation, creed, disability status, veteran status, pregnancy, genetic status, or any other characteristic protected by law. If your disability makes it difficult for you to use this site, please contact [email protected]. Dynatrace participates in E-Verify, participant information in English and Spanish. Right to work information in English and Spanish. EEO is the Law/EEO is the Law Supplement. To be considered for this position, please upload your resume/CV.
