AI Infrastructure Alliances Director — Partner Sales

Dynatrace; San Francisco (CA); On-site; USD 192,000 - 240,000; Full time

Benefits offered by this job

Equity & ESPP

RSUs

401(k) match

Unlimited PTO

Wellness days

Health & dental benefits

Job summary

Dynatrace in San Francisco seeks a Partner Sales Director – AI Alliances to lead strategic partnerships with AI infrastructure providers, embedding Dynatrace as the default observability layer for GPU and AI workloads. You will own alliance strategy, onboard partners, and execute co-sell motions with enterprise field teams, while shaping integration roadmaps and joint GTM programs.

Collaborate across AI native field sales, Product and Marketing to ensure partner-driven pipeline, enterprise wins

Qualifications

• Bachelor's degree or equivalent professional experience.
• 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.

Responsibilities

• Own and develop Dynatrace's strategic alliance with prioritized AI infrastructure partner accounts.
• Build and scale the AI infrastructure partnerships with Sell To, With and Through programs and structure commercial arrangements to embed Dynatrace as the default observability layer in managed GPU platform offerings
• 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 the target partners including deal registrations, joint account maps, and quarterly business reviews (QBRs)
• Work with partner marketing, develop and execute joint GTM campaigns, ecosystem events support and pipeline generation plans.
• Drive joint co-innovations and solutions roadmap working with product teams
• Build content to deliver sales, partner and channels enablement with clear value proposition and sales plays.

Skills

Enterprise software sales

Technology alliance management

Cloud GTM

Executive relationship building

Partner revenue accountability

Strategic alliance development

Education

Bachelor's degree or equivalent professional experience

Job description

Dynatrace in San Francisco seeks a Partner Sales Director – AI Alliances to lead strategic partnerships with AI infrastructure providers, embedding Dynatrace as the default observability layer for GPU and AI workloads. You will own alliance strategy, onboard partners, and execute co-sell motions with enterprise field teams, while shaping integration roadmaps and joint GTM programs.

Collaborate across AI native field sales, Product and Marketing to ensure partner-driven pipeline, enterprise wins