Partner Sales Director

Your role at Dynatrace
Dynatrace exists to make software work perfectly. Our platform is the leading AI-powered observability platform, and we are focused in advancing observability for today's digital businesses, helping to transform the complexity of modern digital ecosystems into powerful business assets. By leveraging AI-powered insights, Dynatrace enables organizations to analyze, automate, and innovate faster to drive their business forward, 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.
As the Director of Partner Sales, you will lead and manage a team of Partner Managers dedicated to developing business with a set of highly focus and priority partners. Your primary focus will be on building a solid ecosystem, highly committed and strongly enabled, to help generating incremental software license, while they build a dedicated practice to service and support the entire customer journey and drive service-related revenue. Key responsibilities include leading and mentoring your team to build strong relationships with key stakeholders within the focus partners. Coordinating efforts between partners, sales teams, field representatives, and executive members to drive interest in Dynatrace solutions. Strategically managing the sales region to ensure your team meets business growth and revenue targets. Your leadership and team management skills will be essential in leveraging these partnerships to achieve success and expand our market presence.
For all the focus partners, the objective is to develop strategic relationships by creating joint business initiatives that leverage Dynatrace solutions as a fundamental component of their business. The Director of Partner Sales will jointly develop co-sell strategies and implement those initiatives by working with local Partner Manager and Dynatrace sales teams.
The Director of Partner Sales will be required to travel selectively to meet with Partner teams to gain commitment to launch an initiative and ensure successful execution of the established programs.
In this role you will:
Lead as a Subject Matter Expert:
Guide your team in understanding Partner business models and ecosystems.
Align Dynatrace solutions to develop compelling 'go to market' propositions.
Develop and Manage Partnerships:
Foster and enhance Partners in the region.
Empower your team to build self-sufficient relationships with Partners for marketing jointly developed solutions.
Scale Relationships:
Support your team in scaling Partner relationships.
Collaborate with Dynatrace sales teams to ensure seamless integration and execution.
Communicate Best Practices:
Share regional Partner activities and 'best practices' with other Dynatrace Partner Managers.
Enable your team to leverage these initiatives in their respective regions.
Achieve Business Metrics:
Guide your team to meet bookings objectives.
Track and report on key business metrics, ensuring alignment with company goals.
Manage Priorities and Reporting:
Oversee the management, tracking, and reporting of high-priority action items and results.
Support your team in business plan development and marketing-related successes.
Ensure accurate sales forecasts and performance tracking.
Lead Marketing Initiatives:
Lead and support Partners marketing initiatives.
Promote key opportunity wins within your team and internally at Dynatrace.
Manage Time and Expenses:
Ensure your team manages their time and travel expenses in accordance with company requirements.
What will help you succeed
Leadership and Team Management:

• Lead, mentor, and develop a high-performing partner sales team.
• Foster a collaborative and inclusive team environment.
• Provide guidance and support to team members to achieve their full potential.

Strategic Vision and Alignment:

• Develop and implement strategic sales plans to align with company objectives.
• Identify and capitalize on new market opportunities.
• Ensure alignment of partner strategies with overall business goals

Adaptability and Resilience:

• Navigate and adapt to changing market conditions and business environments.
• Demonstrate resilience in overcoming challenges and setbacks.
• Encourage a culture of continuous improvement and innovation.

Communication and Coordination:

• Communicate effectively with internal and external stakeholders.
• Coordinate cross-functional efforts to support partner initiatives.
• Ensure clear and consistent messaging across all channels.

Relationship Building:

• Build and maintain strong relationships with key partners.
• Develop and execute joint business plans with partners to drive mutual growth.
• Act as the primary point of contact for partner-related issues and opportunities.

Complex Problem Solving and Decision Making:

• Address and resolve complex partner and customer issues.
• Analyze market trends and competitor activities to inform decision-making.
• Implement innovative solutions to drive partner success.

Monitoring Performance:

• Set and monitor performance metrics for the partner sales team.
• Conduct regular performance reviews and provide constructive feedback.
• Utilize data and analytics to track progress and make informed decisions.

Why you will love being a Dynatracer

• 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.