AI Infrastructure Alliances Director — Observability Partnerships

Dynatrace LLC; San Francisco (CA); Hybrid; USD 192,000 - 240,000; Full time

Benefits offered by this job

Equity & RSUs

401(k) match

Wellness days

Job summary

Dynatrace is seeking a Partner Sales Director for AI Alliances in Infrastructure Partners to own strategic alliances with major AI infrastructure accounts and drive co-sell motions across enterprise field teams. You will structure commercial arrangements, manage executive relationships, and lead joint GTM initiatives with partners such as NVIDIA and GPU cloud providers.

This role emphasizes scale, collaboration, and revenue growth.

Qualifications

• 10+ years of experience in enterprise software sales, technology alliance management, or cloud ecosystem GTM.
• 3+ years in a Director or senior leadership role with direct partner revenue accountability.
• Proven track record of developing new partnerships from ground up and scaling partner ecosystems to deliver multimillion dollar enterprise deals.
• Experience building To, With and Through partner motions: bundled offerings, white-label programs, or resell structures with technology platforms.
• Strong understanding of GPU AI infrastructure and AI workload economics driving customer observability needs.
• Strong executive relationships within the NVIDIA partner ecosystem, GPU cloud provider community, or cloud infrastructure organizations.

Responsibilities

• Own and develop Dynatrace's strategic alliance with prioritized AI infrastructure partner accounts.
• Build and scale AI infrastructure partnerships with Sell To, With and Through programs and structure commercial arrangements.
• Develop and maintain C-suite and VP-level executive relationships, negotiate and execute formal alliance agreements, MDF co-marketing budgets, referral frameworks, and joint GTM commitments.
• Meet and exceed quarterly co-sell pipeline, partner-influenced ACV and manage the co-sell process with target partners including deal registrations, joint account maps, and QBRs.
• Work with partner marketing to develop and execute joint GTM campaigns, ecosystem events support and pipeline generation plans.
• Drive joint co-innovations and solutions roadmap with product teams.
• Build content to deliver sales, partner and channels enablement with clear value proposition and sales plays.

Skills

Enterprise software sales

Alliance management

Cloud GTM

Education

Bachelor's degree or equivalent

Job description

Dynatrace is seeking a Partner Sales Director for AI Alliances in Infrastructure Partners to own strategic alliances with major AI infrastructure accounts and drive co-sell motions across enterprise field teams. You will structure commercial arrangements, manage executive relationships, and lead joint GTM initiatives with partners such as NVIDIA and GPU cloud providers.

This role emphasizes scale, collaboration, and revenue growth.