Pre-Sales Solutions ArchitectYour role at DynatraceWhat's the role?The Pre-Sales Solutions Architect - Hyperscaler Technical Alliances is an individual contributor role on the Hyperscaler Tech Team. This role serves as the technical sales bridge between Dynatrace and one or more strategic hyperscaler partners (AWS, Microsoft Azure, and/or Google Cloud), driving joint solution strategy, integration advocacy, and cross-functional alignment across product, marketing, and field (sales) organizations.
Unlike a traditional field-facing Pre-Sales Solutions Engineer, this role does not participate in direct sales execution-there are no account pairings, prospect demos, or proof-of-concept engagements. Instead, the Cloud Solution Architect operates as a strategic liaison: identifying high-value joint use cases, developing reference architectures and technical narratives, influencing product roadmap priorities based on partner ecosystem trends, and enabling field teams to articulate the Dynatrace-plus-hyperscaler value proposition independently.
The ideal candidate combines deep technical expertise in cloud-native architectures and observability with the interpersonal, writing, and strategic thinking skills required to build and sustain productive relationships with hyperscaler partner engineering, product, and go-to-market teams.
Key ResponsibilitiesHyperscaler Partner Technical Engagement- Own and cultivate the day-to-day technical relationship with assigned hyperscaler partner engineering, solutions architecture, and product teams
Joint Solution Development and Technical Narrative- Discover, define, and articulate joint solution narratives that connect Dynatrace capabilities to hyperscaler services-translating technical integrations into compelling use cases aligned to customer pain points and joint GTM priorities
Product Roadmap Influence and Integration Advocacy- Serve as the primary conduit between hyperscaler partner ecosystem trends and Dynatrace product management, providing informed input on integration priorities, feature gaps, and emerging platform capabilities
Cross-Functional Enablement and GTM Support- Enable internal field teams (Solutions Engineers, Account Executives, partner managers) to independently articulate the Dynatrace-plus-hyperscaler value proposition through training, documentation, and ongoing support
Thought Leadership and Community Presence- Author or contribute to customer-facing and partner-facing publications including blog posts, solution guides, whitepapers, and conference presentations
What will help you succeed Minimum Requirements: - 8+ years of experience in solutions architecture, solutions engineering, technical alliance management, partner engineering, or a similar technical customer/partner-facing role
Preferred Requirements: - Deep technical expertise in cloud-native architectures and hands-on experience with one or more major cloud platforms (AWS, Azure, GCP)
- Strong understanding of observability, APM, and modern operations practices (SRE, platform engineering, DevOps, CI/CD)
- Background in container orchestration technologies (Kubernetes, OpenShift) and infrastructure-as-code practices
- Excellent written and verbal communication skills with a demonstrated ability to convey complex technical concepts to both executive stakeholders and practitioner audiences
- Ability to think strategically about technology partnerships-connecting product capabilities, partner ecosystem dynamics, and market trends into coherent narratives and actionable plans
- Comfortable presenting to diverse audiences: partner engineering teams, internal executives, conference stages, and technical practitioners
- Self-directed with the ability to manage multiple concurrent initiatives across partners, internal teams, and timelines
Compensation and Rewards - The base salary range for this role is $140,000 - $180,000. When determining your salary, we consider your experience, skills, education, and work location.
- Our total compensation package includes unlimited personal time off, an employee stock purchase plan, and a reward system.
- We also offer medical/dental benefits, and a company matching 401(k) plan for retirement.
