As a Partner Sales Manager you will be responsible to recruit, develop and manage partner business in a defined geographic region focused on generating incremental, distributed software license and service-related revenue. Within the defined sales region, efforts are focused solely on Dynatrace’s Software Intelligence platform for the Enterprise Cloud.
Responsibilities also include generating interest in the Dynatrace platform by leveraging the partner ecosystem. For both GSI partners and national partners, the objective is to develop strategic relationships through the creation of joint business initiatives and offerings that leverage Dynatrace as a fundamental component of the partner’s business. Partner Managers jointly develop sales strategies with their partners and implement those initiatives by working with local sales teams. Partner Managers are required to travel selectively to meet with partners and sales teams to gain commitment to launch an initiative and ensure successful execution of the established programs.
This role will be based in Tokyo
- Understand the Partners’ business, especially Global System Integrators or Global Consulting firms and align Dynatrace solutions to develop compelling ‘go to market’ propositions
- Qualify new Partners and demonstrate ability to effectively communicate the value of the Dynatrace platform to both C-level’ business leaders and ‘technical’ staff members
- Develop Partners to become self-sufficient in the marketing of the jointly developed solutions
- Develop and build similar sales strategies with all assigned partners in region
- Communicate in region partner activities to other Dynatrace Partner managers so they can leverage that on the jointly developed partner initiatives in their regions
- Manage, Track and Report highest priority action items, results, business plan development, marketing-related successes and accurate partner forecasts, sales
- Perform as an evangelist to drive Dynatrace solutions
- Collaborate with the region sales leadership team and successfully execute the region partner business plan
- Host quarterly business reviews with partners to drive accountability and report on success metrics
- Generate partner-sourced net-new and growth sales pipeline and revenue
• Experience in working with Consulting partners would be an advantage
• A minimum of 10 years’ experience in software sales, business development, channel/partner management
• A proven track record of overachievement against targets
• A track record of recruiting partners and generating new business revenues
• Solution development experience in a software as a service / cloud services environment
• Willingness to travel 25-50% of the time
• Proven experience in driving sales opportunities from lead generation to closure, effectively negotiating agreements and building long-lasting partnerships
• Managed Services, Digital Agency, and ISV ecosystem experience is a plus
• Experience with cloud technology ecosystem partners or DevOp is a plus
- Dynatrace is a market share leader & a 13x magic quadrant leader
- Invest heavily in the product side of things – huge global investment in R&D
- Dynatrace is trusted by over half of Fortune’s Top 10
- Dynatrace provides a culture of excellence with competitive compensation packages that recognize and reward greatness.
- Dynatrace gives you the chance to work with the largest of the Cloud players like AWS, Azure, VMware, and Google Cloud allowing our customers to have the best 3rd Generation Monitoring in the world. Not to mention we’re fully automated from the start, providing the most advanced solution leveraging our AI machine learning technology
Compensation and rewards
- The salary range for this role is $xxx - $xxx. 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.
