About the Role:
Dynatrace is seeking a high-impact Telemetry Pipeline Specialist to serve as the business and technical evangelist for the next generation of data-driven Observability. This is a specialist role focused on the intersection of Bindplane, OpenTelemetry (OTel), and Enterprise Data Governance. You will partner with our Global Sales and Customer Success teams to help organizations navigate the complexities of data explosion in hybrid and AI-native environments, ensuring they achieve high-signal observability while maintaining absolute control over their telemetry costs and routing.
Domain Expertise & Solution Leadership
- Act as a subject matter expert in log management and observability
- Stay current with OpenTelemetry, cloud logging, and pipelines
- Lead proof of concepts and demonstrate technical value
Competitive Strategy & Value Selling
- Execute competitive displacement strategies
- Build ROI and economic value cases
- Position Dynatrace effectively in enterprise environments
Technical Solution Guidance
- Advise on telemetry pipelines (OpenTelemetry, Fluentd, Logstash)
- Support Kubernetes, serverless, and cloud ecosystems
- Optimize data routing and analytics strategies
Customer Adoption & Growth
- Drive platform adoption and usage
- Deliver best practices and technical workshops
- Improve consumption and customer outcomes
Collaboration & Pipeline Development
- Build pipeline through channels, events, and outbound
- Collaborate cross-functionally with sales, engineering, and marketing
- Maintain CRM accuracy and forecasting discipline
Qualifications & Requirements:
- Experience: 5+ years in sales or presales roles, with at least 3 years focused on log management, telemetry pipelines, or data streaming environments
Domain Expertise:
- Deep understanding of telemetry routing and edge processing (Bindplane, Fluent Bit, or similar)
- Familiarity with cloud-native ecosystems (AWS, Azure, GCP, Kubernetes) and event streaming platforms (Kafka, Kinesis, Pub/Sub)
- Sales Execution: Experience supporting complex enterprise sales cycles and influencing both technical and executive stakeholders; Ability to articulate “Data Gravity” and
- “Ingest Economics” and translate them into executive-level value (CIO/CFO)
- Competitive Knowledge: Familiarity with observability and pipeline competitors such as Splunk, Datadog, Elastic, or Cribl
- Enablement: Ability to scale impact through field enablement, play development, and technical evangelism
- Education: Bachelor’s degree in Computer Science, Engineering, or equivalent practical experience
Preferred Skills
- Experience with Cribl LogStream or Splunk Heavy Forwarders for displacement strategies.
- Familiarity with FinOps principles (matching telemetry spend to business value).
- 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.
Skills Required
- 5+ years in sales or presales roles with at least 3 years focused on log management, telemetry pipelines, or data streaming environments
- Deep understanding of telemetry routing and edge processing (Bindplane, Fluent Bit, or similar)
- Familiarity with cloud-native ecosystems (AWS, Azure, GCP, Kubernetes) and event streaming platforms (Kafka, Kinesis, Pub/Sub)
- Experience supporting complex enterprise sales cycles and influencing technical and executive stakeholders; ability to articulate Data Gravity and Ingest Economics
- Familiarity with observability and pipeline competitors (Splunk, Datadog, Elastic, Cribl)
- Ability to scale impact through field enablement, play development, technical evangelism, and lead proofs of concept
- Bachelor's degree in Computer Science, Engineering, or equivalent practical experience
- Experience with Cribl LogStream or Splunk Heavy Forwarders
- Familiarity with FinOps principles
What the Team is Saying
What We Do
Dynatrace lets customers understand their business like never before, so they can see beyond the complexity, find and fix problems faster and automate manual tasks with Al — so they can focus on what truly matters: running their business.
Why Work With Us
In a world that runs on software, our Al-driven insights cut through the noise, allowing you to focus on what truly matters by automating manual tasks and resolving issues with pinpoint accuracy. Our culture, fueled by curiosity, openness, and authenticity, drives our pursuit of innovation and excellence in crafting the Dynatrace platform.
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Hybrid Workspace
Employees engage in a combination of remote and on-site work.
Majority of roles are hybrid with flexibility. Please speak with our recruiting team for specific details on hybrid work.
