As Sr. Director of Partner Sales, you will lead a team of Partner Managers to grow business with high‑priority partners and build a strong, enabled ecosystem that drives software license and service‑related revenue. You’ll mentor your team, strengthen relationships with key partner stakeholders, including executive-level decision makers, and coordinate with partners, sales teams, field reps, and executives to drive interest in Dynatrace solutions. You will also oversee regional strategy to meet growth and revenue targets.
You will operate at a regional executive level, aligning global partner strategy with APAC market dynamics and leading a distributed team across multiple geographies. You will partner closely with senior leadership to drive complex, high-impact partner initiatives and strategic growth across the region.
Your goal is to develop strategic partner relationships and co‑sell initiatives, working closely with Partner Managers and Dynatrace sales teams to embed Dynatrace solutions in joint business plans. Selective travel will be required.
In this role you will:
- Lead as a Subject Matter Expert: Guide your team’s understanding of partner business models and align Dynatrace solutions to create effective go‑to‑market propositions.
- Provide thought leadership to internal teams and partners, influencing regional strategy and positioning at an executive level
- Develop and Manage Partnerships: Strengthen regional and multi-country partner relationships across APAC, reflecting varying partner maturity and routes to market
- Scale Relationships: Support your team in expanding partner engagement and work with Dynatrace sales teams to ensure smooth execution.
- Communicate Best Practices: Ensure consistent execution of best practices across diverse APAC markets while allowing for local adaptation
- Achieve Business Metrics: Own regional partner revenue strategy, pipeline health, and long-term growth objectives, ensuring alignment with overall business strategy
- Manage Priorities and Reporting: Oversee tracking and reporting of priority actions, support business plan development, and maintain accurate forecasts.
- Lead Marketing Initiatives: Support partner marketing efforts and highlight key wins within the team and across Dynatrace.
- Skills & Experience: You will have extensive experience in Partner Sales leadership within a SaaS or enterprise software environment.
- Leadership & Team Management: You will demonstrate strong leadership, guiding and inspiring Partner Managers whilst coaching and developing talent.
- Strategic Vision & Planning: You will create and execute regional strategies aligned with business objectives, setting clear, measurable goals with a focus on long‑term alignment.
- Communication & Coordination: You will communicate clearly and translate goals effectively across teams, and will ensure smooth coordination between partners, sales, marketing, and supporting functions.
- Relationship Building: You will build strong internal and external relationships that foster trust and collaboration.
You will support Partner Managers in developing high‑value, strategic partnerships. - Sales Acumen & Business Development: You will understand partner business models and revenue drivers, and will guide business planning, pipeline development, and new partnership opportunities.
- Performance & Results Management: You will manage KPIs, drive accountability, and monitor performance, and provide feedback, recognise achievements, and support continuous improvement.
Skills Required
- Extensive partner sales leadership experience within a SaaS or enterprise software environment
- Proven experience leading distributed, multi-country teams and aligning regional strategy across APAC
- Demonstrated ability to develop and manage strategic partner relationships and co-sell initiatives
- Executive-level stakeholder management and ability to influence senior leaders internally and with partners
- Strong leadership, coaching, talent development and team management skills
- Experience owning partner revenue strategy, pipeline health, forecasting and meeting growth targets
- Excellent communication, coordination and ability to translate goals across sales, marketing and support functions
- Willingness to travel selectively as required
What the Team is Saying
Dynatrace Compensation & Benefits Highlights
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Leave & Time Off Breadth — Paid time off, parental leave, volunteer time off, and quarterly company‑wide Wellness Days are highlighted, with some U.S. materials describing an unlimited PTO model. These programs underscore meaningful opportunities to unplug and balance time away from work.
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Retirement Support — U.S. offerings include a 401(k) plan with a documented company match and, for eligible employees, a non‑qualified deferred compensation plan. This combination signals structured support for tax‑advantaged saving beyond the basics.
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Equity Value & Accessibility — An Employee Stock Purchase Plan is maintained under the 2019 program, and job postings reference equity and bonus components as part of total rewards. Shares are reserved for issuance, indicating access to ownership in eligible countries.
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.
