Recruit, develop and manage channel partners to generate software license and services revenue. Build joint go-to-market strategies, drive partner-sourced pipeline, run business reviews, track forecasts and KPIs, and collaborate with regional sales teams. Travel 25-50% to onboard partners and ensure successful execution of partner initiatives.
Your role at Dynatrace
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 regional 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.
Responsibilities:
- Understand the Partners’ business 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 sales pipeline and revenue
- 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 ecoysystem partners or DevOp is a plus
- An extensive track record in software sales, systems integration delivery / business development, channel management.
- Experience within, or an understanding of what observability is and why it matters.
- 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
- 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.
- You'll get to work at the forefront of innovation with Dynatrace Intelligence—the industry's first agentic operations system. Bringing together deterministic and agentic AI, it helps teams understand what's happening, why it matters, and what to do next— automatically.
- Over 50% of the Fortune 100 companies are current customers of Dynatrace.
Dynatrace Sydney, New South Wales, AUS Office
Sydney, Australia
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