Partnerships Manager

Dash0; Greater London; Hybrid; GBP 70,000 - 90,000; Full time

Benefits offered by this job

Competitive salary

Uncapped incentives

Equity participation

Job summary

A pioneering technology company in Greater London is seeking a Partnerships Manager to drive relationships with AWS, GCP, and Azure. You’ll design partner programs for cloud-native consultancies and generate revenue through strategic partnerships. This role is ideal for a commercially driven individual with strong technical acumen and a track record in business development. With a focus on high-impact growth, this position offers competitive compensation and significant equity participation.

Qualifications

• 5+ years in partnerships, alliances, or business development in a relevant industry.
• Established relationships with field teams at major hyperscalers.
• Experience in building or scaling a hyperscaler co-sell motion.

Responsibilities

• Own relationships with AWS, GCP, and Azure to drive marketplace listings.
• Design and execute a partner model for cloud-native SIs and consultancies.
• Generate revenue through partner-sourced logos and accelerated deals.

Skills

Partnerships and alliances

Commercially Relentless

Technical fluency

Ecosystem knowledge

Deal execution

Job description

About Dash0

Join Dash0 and help us define the future of observability. We are OpenTelemetry-native, building a delightful, simple, and AI-centric platform that eliminates vendor lock-in and meaningless toil. Shape a product that developers love—all with transparent pricing and cost-control built in.

The Opportunity

This is not a relationship maintenance role; it's a strategy and building role. You will own the two channels providing the most leverage for our next phase of growth: Hyperscaler marketplaces (AWS, GCP, Azure) and the Cloud-native consultancy ecosystem that influences every enterprise buying decision. Your mission is to build the motion from near-scratch: partner program design, commercial frameworks, co-sell enablement, and field activation. You will simultaneously work live deals through hyperscaler channels where the opportunity is immediate.

What You’ll Do

• Hyperscaler Ownership: Own the relationships with AWS, GCP, and Azure. Drive Dash0 onto marketplace listings, activate co-sell motions, and turn field relationships with Cloud Solution Architects into a repeatable source of qualified pipeline.
• Partner Program Design: Design and execute a partner model for cloud-native SIs and consultancies—the firms that spec observability stacks for enterprise clients. Define the incentive structure and co-delivery model.
• Revenue Generation: You will be measured by ARR contribution: net-new logos sourced through partners and accelerated deals via SI influence.
• Ecosystem Intelligence: Feed partner and SI intelligence back into product, pricing, and positioning. You proactively address competitive movements.
• Field Activation: Build and document relationships with hyperscaler solution architects in target geographies (US East Coast, UK/Netherlands/DACH) to generate qualified introductions.

Who You Are

• The Builder: You are energized by the ambiguity of standing up something new. You prefer creating the playbook over just following one.
• Commercially Relentless: You think in pipeline stages and deal economics. Every relationship must have a clear revenue thesis.
• Technically Fluent: You learn products fast and translate technical architecture (e.g., why a unified data store matters) into commercial advantages.
• Ecosystem-Native: You understand how cloud-native SIs, consultancies, and hyperscaler field teams actually make decisions and route business.
• Deal Execution Specialist: You are equally effective in executive relationship management and in-the-weeds deal execution.

Qualifications

• 5+ years in partnerships, alliances, or business development at a developer tools, observability, or cloud-native infrastructure company.
• Established relationships with field teams at one or more of the major hyperscalers (AWS, GCP, Azure).
• Demonstrated experience building or scaling a hyperscaler co-sell motion—from listing to active deal flow.
• Experience designing partner programs for SIs or consultancies (tiers, incentives, enablement) at a technical product company.
• A track record of partner-sourced or partner-influenced revenue.

Bonus Points

• Background in observability, APM, or DevSecOps.
• Experience with the OpenTelemetry or Prometheus ecosystems.
• Existing CNCF community relationships.
• International experience spanning US and Europe.

Why You’ll Love Working at Dash0

• Build Your Own Function: You have the rare opportunity to design our partnership strategy from the ground up.
• High-Tech Impact: Work at the forefront of the OpenTelemetry movement with a product built for engineers, by engineers.
• Competitive Package: Salary, uncapped incentives, and meaningful equity participation.
• Growth Path: As the ecosystem grows, so does your role. You are joining a high-growth team where your impact is visible every day.