Sr Director Strategic Partners - (Remote - US)

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.

We're an equal opportunity employer and embrace all applicants. Dynatrace wants YOU—your diverse background, talents, values, ideas, and expertise. These qualities are what make our global team stronger and more seasoned. We're fueled by the diversity of our talented employees.

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Job Description

The Dynatrace Director of Strategic Partners will establish and grow Dynatrace’s revenue with named Strategic Partners. This high-priority business initiative includes partnering with the world’s leading Global System Integrators as well as other profiles, which include other software vendors and managed service providers

This role reports to the SVP of Global Partners & Alliances. It collaborates with other Global Partner Leadership Team members, including the VP of WW Partner Sales and the Cloud Alliance Sales Senior Director. In addition, this role will work closely with Partner Marketing and Sales Operations.

The role calls for an established technology go-to-market professional with experience building global program success. This role is accountable for creating a successful strategy to build a network of committed partners capable of investing in Dynatrace-focused business practices.   In addition, this role is responsible for directing the engagement efforts of approximately of staff members dedicated to these partner profiles.

The successful candidate will be able to demonstrate success in gaining ever-increasing mindshare of the selling teams within the existing Strategic Partners and recruit, enable, and inspire new partners to the program.    In addition, the successful candidate should be experienced in enterprise selling mission-critical IT solutions.   Domain experience in IT solutions, digital transformation, and cloud-related technologies would be considered a strength.   Experience with SaleForce.com is required.

The Director of Strategic Partners will:

• Developing and delivering quarterly updates to the company’s leadership team
• Drive creation of Strategic Partner facing sales materials for partnership offerings, including sales decks and partner marketing materials.
• Build and execute a scalable pipeline creation process in partnership with the Strategic Accounts.
• Monitor and manage performance metrics/measurement across the partnership portfolio.
• Support the legal team in contract management-related issues.
• Provide weekly forecast/pipeline details.
• Ensure handling of contracting and related paperwork, including NDAs, MSAs, and SOWs, with the support of the Sales Operations and Legal Departments

Qualifications

Minimum Requirements:

• HS diploma or GED AND a minimum of one year of experience in closing enterprise software sales.

Preferred Requirements:

• 10+ years of experience in sales leadership in a fast-growth, competitive environment selling tech, data, and digital, through direct or indirect engagements,
• 10+ years of experience in customer/partnership management
• Bachelor's degree in a related field from an accredited college/university. 
• Demonstrated success in building and nurturing win-win alliance relationships in a global partner community.
• Ability to create new and creative partnership solutions and joint value proposition
• Strong networking and influence management skills that translate into building commitment and driving actions across organizational boundaries
• Ability to present to senior-level executives as well as run and facilitate strategic working sessions
• Highly credible communicator with excellent organization and project management skills and a track record of delivering result.
• Ability to Travel (estimated at 25%+).

Additional Information

Compensation and rewards 

• The salary range for this role is $340,000 - $420,000. 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.