Lead Partner Sales Manager

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

What will help you succeed

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

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.

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.

Note to Recruiters and Agencies : Thank you for your interest in Dynatrace. Please note that we do not accept unsolicited agency resumes - do not forward them via our website or directly to Dynatrace employees. Dynatrace will not pay fees for unsolicited resumes, and any resumes received this way will be considered the property of Dynatrace.

Benefits and work-life perks

We offer best-in-class core rewards, including paid time off, financial security benefits, retirement savings plans, and health insurance. Beyond that, you’ll get other benefits and work-life perks designed to make your ride with us even more rewarding.

Mental health support

Our Employee Assistance Program, powered by Telus Health, offers support for you and your family members.

Wellness Days

Four company-designated extra paid days off for you to recharge batteries.

Flexibility

Our hybrid working model and flexible working hours offer you the flexibility you need.

Employee Stock Purchase Plan

Purchase company stock ( NYSE:DT ) at a discounted price and become a shareholder.

Learn & develop

Company-wide learning perks, designated team's learning days, and more.

Volunteering day

A day of paid volunteer time to support a community or cause you care about.

Regular team events

We host Global Culture Parties, Family & Friends at Work Day, Global Breakfasts, Green Weeks, Pride Month, and beyond!

International vibe

Most of our offices and teams are proudly multicultural. English is our shared language, but we embrace and learn from each other's cultures.

Rewards vary depending on your employment type. Some benefits and perks also differ by location - explore your city to see what’s available there.

About Dynatrace

Dynatrace (NYSE: DT) is the leading AI-powered observability and security platform. We're advancing observability for today's digital businesses, helping transform modern digital ecosystems' complexity into powerful business assets.

Our AI-driven insights cut through the noise, allowing customers to focus on what truly matters by automating manual tasks and resolving issues with pinpoint accuracy. Dynatrace offers simplicity, clarity, and reliability at scale to ensure teams can make informed decisions, minimize downtime, and drive their business forward with confidence.