Partner Sales Manager

• The role will be based either in Sydney or Melbourne, Australia.
• The region coverage: ANZ

As a Partner Sales Manager you will be responsible to recruit, develop and manage named partner business in a defined geographic region focused on generating incremental, distributed software license 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.

• Manage a set of Name partners accounts - Understand Named Partners’ business and align Dynatrace solutions to develop compelling ‘go to market’ propositions
• 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 sales strategies with 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 technology alliance partners
• Host quarterly business reviews with partners to drive accountability and report on success metrics
• Collaborate with the region sales leadership team and successfully execute the region partner business plan
• Work with region sales management and sales team to drive partner business
• Collaborate with marketing team to drive end user event with partner for partners’ pipeline
• Generate partner-sourced net-new sales pipeline and revenue
• Qualify new Partners if needed

• Bachelor’s degree
• 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 via partners
• Solution development experience in a software as a service / cloud services environment
• Willingness to travel up to 50% of the time
• Proven experience in driving sales opportunities from lead generation to closure, effectively negotiating agreements and building long-lasting partnerships
• Experience engaging GSI like Accenture, Deloitte, Infosys is a plus
• Experience with cloud technology eco-system partners or DevOp 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.
• 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.