Remote Senior Partner Sales Manager

Company Description

Dynatrace exists to make the world’s software work perfectly. Our unified software intelligence platform combines broad and deep observability and continuous runtime application security with the most advanced AIOps to provide answers and intelligent automation from data at an enormous scale. This enables innovators to modernize and automate cloud operations, deliver software faster and more securely, and ensure flawless digital experiences. That is why the world’s largest organizations trust Dynatrace® to accelerate digital transformation.

We’re an equal opportunity employer and embrace all applicants. Dynatrace wants YOU—your diverse background, talents, values, ideas, and expertise. These qualities are what make our global team stronger and more seasoned. We’re fueled by the diversity of our talented employees.

Job Description

As Senior Partner Sales Manager – Cloud Partners in LATAMyou will be responsible for developing and managing the business with Amazon Web Services (AWS), Microsoft and GCP, focused on generating incremental software license and service-related revenue. Within the defined sales region, responsibilities include generating interest in all the Dynatrace solutions by leveraging the partners, sales, field, and executive members of the various cloud platform provider ecosystems.

For all cloud platform providers, the objective is to develop strategic relationships by creating joint business initiatives that leverage Dynatrace solutions as a fundamental component of their business. The Partner Alliance Manager will jointly develop co-sell strategies and implement those initiatives by working with local cloud platform provider and Dynatrace sales teams. In addition, the Partner Alliance Sales Manager will make use of propensity to buy data and analytics to generate net new customer opportunities for the Dynatrace sales teams and actively support customer transaction via private offers in the cloud platform provider marketplaces.

The Senior Partner Sales Manager – Cloud Partners in LATAMwill be required to travel selectively to meet with cloud platform provider teams to gain commitment to launch an initiative and ensure successful execution of the established programs.

In this role you will:

• Be a subject matter expert on cloud platform provider business models and ecosystems and align Dynatrace solutions to develop compelling ‘go to market’ propositions
• Develop, manage, and enhance cloud platform provider alliances in the region
• Scale cloud platform provider relationships to become self-sufficient in the marketing of the jointly developed solutions and working with the Dynatrace sales teams
• Communicate in region cloud platform provider activities and ‘best practices’ to other Dynatrace Partner Sales Managers so they can leverage that on the jointly developed initiatives in their regions
• Meet co-sell, private offer bookings objectives, along with other key business metrics
• Manage, track and report highest priority action items, results, business plan development, marketing-related successes and accurately sales forecasts
• Lead and support cloud platform provider marketing initiatives and promote key opportunity wins within their teams and internally at Dynatrace
• Manage your time and travel expenses in accordance with company requirements

Qualifications

Minimum Requirements:

• HS diploma or GED
• Bilingual English, Portuguese and Spanish
• At least 6+ years of experience in closing channel sales in LATAM

Preferred:

• 10 years’ experience in software sales, systems integration delivery/business development and channel management
• Proven track record driving bookings via cloud platform provider co-sell motion and marketplace private offers
• Extensive business relationships at all levels of the cloud platform provider ecosystems, particularly with Amazon Web Services
• Demonstrated ability to effectively communicate the value of the Dynatrace solutions to both C-level’ business leaders and ‘technical’ staff members
• A proven track record of overachievement against key objectives, developing alliances and generating new business revenues
• Solution development experience in a software/services environment

Additional Information

Why you will love selling and working with our Dynatrace platform

• 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.
• The Dynatrace platform uses cutting-edge technologies, including our own Davis hypermodal AI, to help our customers modernize and automate cloud operations, deliver software faster and more securely, and enable flawless digital experiences.
• Over 50% of the Fortune 100 companies are current customers of Dynatrace.