Director, Partner Sales - Cloud Partners (Remote, Bay Area)Your role at DynatraceAs Director, Partner Sales - Cloud Partners, you will drive the regional strategy, co-sell and channel engagement motions with Amazon Web Services (AWS), Microsoft Azure, and Google Cloud (GCP) across NORAM [US and Canada]. You will work with the regional sales teams to generate new logos, incremental pipeline and software license revenue working with the cloud partner ecosystem. This is a player coach role, apart from owning specific sales regions, you will also be managing the NORAM cloud partner sales managers and own the entire cloud co-sell targets for the Geo.
This is an enablement- and execution-first role: you will build and run joint sales plays with cloud provider field, partner, and specialist teams, embed those plays into the regional Dynatrace sales and channels execution, and ensure local sellers and partner managers know how to identify, position, and close co-sell opportunities. You will act as the connective tissue between global partner strategy and the day-to-day motion across NORAM account teams.
You will work closely with cloud partner and sales teams in-region to build joint pipeline, drive marketplace private offer transactions, develop multi-way partnerships with regional channels, and drive joint demand generation initiatives with cloud and channel partners.
Selective regional travel will be required to support cloud co-sell and demand generation, to run enablement sessions, and represent Dynatrace at partner and customer events across NORAM.
In this role, you will:- Own and scale the co-sell relationship with AWS, Microsoft, and GCP across NORAM, translating global cloud alliance strategy into region-specific execution
- Work closely with the global alliances managers for each of the clouds to execute on the global and regional plans and joint sales plays.
- Manage the regional partner sales managers apart from owning specific RVP sales regions.
- Design, launch, and continuously refine joint sales plays working with cloud provider field and specialist teams, and aligned to regional field priorities
- Drive enablement plans for Dynatrace regional sales, SEs, and channel partners to scale cloud co-sell motions
- Partner directly with regional and in-country Dynatrace sales leaders and account teams to embed co-sell and marketplace motions into everyday selling activity
- Drive marketplace private offer adoption and transaction support, working with sales and deal desk to structure and close cloud marketplace deals
- Build and manage relationships with cloud partner development managers (PDMs), partner sales managers, and specialist teams at the country and regional level
- Identify and activate net-new pipeline using cloud provider co-sell tools, propensity-to-buy data, and joint account mapping
- Track, report, and forecast co-sell bookings, pipeline influence, and enablement program adoption/effectiveness across the region
- Share regional best practices, win wires, and playbook iterations with the global Cloud Alliances team so successful plays can be adapted for other regions
Represent Dynatrace at cloud provider partner summits, enablement events, and regional field events across NORAM.
What will help you succeed Minimum Requirements:- 7+ years of experience in cloud alliances, channel sales, partner enablement, or enterprise software sales, with direct exposure to AWS, Microsoft Azure, and/or Google Cloud ecosystems
- Experience working with cloud, GSI and regional channel partners to scale co-sell.
Preferred Requirements:- Proven experience building and running co-sell sales plays and enablement programs with cloud partners (AWS, Microsoft, GCP)
- Track record driving bookings and pipeline through cloud marketplace private offers
- Strong understanding and experience with cloud partner programs including marketplace, incentive and competency programs.
- Strong existing relationships with cloud provider partner and field teams in NORAM
- Experience working cross-functionally with regional sales leadership, channel partners, and deal desk/marketplace operations teams
- Demonstrated experience driving enablement and demand generation initiatives working with partners, regional field and marketing teams
- Ability to communicate value clearly to both C-level business stakeholders and technical practitioners
- Prior experience in observability, APM, security, or broader software/SaaS solution sales is a plus
Compensation and Rewards At Dynatrace, total compensation for this role is made up of a strong base salary, a lucrative variable commission structure, and equity.
- Base Salary Range: $192,000 - $240,000. Your exact offer will be based on your unique experience, skill set, education, and geographic location.
- Variable Pay: Additional commission tied directly to your success and performance targets.
Beyond your cash compensation, Dynatrace offers a comprehensive rewards package designed to support your life, well-being, and long-term wealth, including:
- Equity & Financial Future: Eligibility for Restricted Stock Units (RSUs), an Employee Stock Purchase Plan (ESPP), and a company-matched 401(k) program.
- Time to Recharge: Unlimited personal time off (PTO) and 4 Dynatrace Wellness Days a year.
- Health & Wellness: Premium medical and dental benefits.
