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.
Skills Required
- At least 10 years of experience in software sales, business development, or channel/partner management
- Proven track record of exceeding sales targets
- Experience recruiting partners and generating new business revenue
- Solution development experience in a software-as-a-service or cloud services environment
- Experience driving sales opportunities from lead generation through closure
- Experience negotiating agreements and building long-term partnerships
- Extensive experience in software sales, systems integration delivery, business development, or channel management
- Experience with or understanding of observability and its business value
- Willingness to travel 25–50% of the time
- Managed Services, Digital Agency, or ISV ecosystem experience
- Experience with cloud technology ecosystem partners or DevOps
What the Team is Saying
Dynatrace Compensation & Benefits Highlights
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Leave & Time Off Breadth — Time off options include paid PTO, parental leave, volunteer time off, and company‑wide quarterly Wellness Days, with flexible hours and hybrid/remote arrangements noted. Feedback suggests these programs support work‑life balance across many U.S. roles, with some postings referencing an "unlimited" PTO approach.
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Healthcare Strength — Healthcare is presented as comprehensive, with medical, dental, and vision coverage plus mental‑health resources and an Employee Assistance Program; U.S. materials cite PPO/HDHP options and a Kaiser HMO in California. Feedback suggests these offerings are well regarded and form a solid core of the benefits package.
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Retirement Support — Retirement programs include a U.S. 401(k) with company match and access to retirement planning tools, with company reporting also referencing broader retirement savings programs. Feedback suggests this foundation contributes meaningfully to overall total rewards.
Dynatrace Insights
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.
