Director Global Partner Sales - AWS (Remote: Seattle, WA)

Company Description

Dynatrace exists to make the world’s software work perfectly. Our unified software intelligence platform combines broad and deep observability and continuous runtime application security with the most advanced AIOps to provide answers and intelligent automation from data at an enormous scale. This enables innovators to modernize and automate cloud operations, deliver software faster and more securely, and ensure flawless digital experiences. That is why the world’s largest organizations trust Dynatrace® to accelerate digital transformation.

Job Description

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 refocusing. We’re looking to fill a newly created position out of growth for a Global Partner Account Manager reporting into global partner leadership team. You will work closely with our top-performing sales team to identify and drive Dynatrace partner powered offerings into our mutual target accounts.

Job Description

• Lead the global alliance with AWS, one of Dynatrace’s most prominent strategic Global Systems Integrator/Hyperscalers
• 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; sell to, sell-in, sell-out, sell with and through.
• Understand AWS’s business and align Dynatrace solutions to develop compelling ‘go to market’ propositions
• 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 of the requirements of the company

Qualifications

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 AWS.
• 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.

Additional Information

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 dete