Global Partner Sales Director - AWS (Remote: Seattle, WA)
Your role at Dynatrace
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 for an “AWS 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 AWS, one of Dynatrace’s most prominent strategic Global Systems Integrator/Hyperscalers.This includes running a matrix global team of regional AWS, 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; 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
What will help you succeed
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.
Dynatrace believes that potential is defined by more than qualifications or background. If you're passionate about this job, working in a tech environment, and are eager to learn, we invite you to apply.
Why you will love being a Dynatracer
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.
Discover more
About Dynatrace
Dynatrace exists to make software work perfectly. Our platform combines broad and deep observability and continuous runtime application security with advanced AIOps to provide answers and intelligent automation from data. This enables innovators to modernize and automate cloud operations, deliver software faster and more securely, and ensure flawless digital experiences.
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.
More information
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