Partner Sales Director - AI Alliances - Infrastructure Partners

Dynatrace LLC; San Francisco (CA); Sur place; USD 192 000 - 240 000; Plein temps

Avantages offerts par ce poste

Equity & RSUs

401(k) match

Wellness days

Résumé du poste

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.

Responsabilités

• 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.

Connaissances

Enterprise software sales

Alliance management

Cloud GTM

Formation

Bachelor's degree or equivalent

Description du poste

# Partner Sales Director - AI Alliances - Infrastructure Partners## **Your role at Dynatrace**The Partner Sales Director – AI Alliances, Infrastructure Partners owns and scales Dynatrace's strategic relationships with the foundational compute layer of the AI-native ecosystem including NVIDIA, CoreWeave, Lambda Labs, Together.ai, AMD, Intel, Crusoe, and the broader NeoClouds ecosystem. This is a category-defining, startup role to build the AI native ecosystem for Dynatrace and at the intersection of enterprise observability and AI infrastructure ecosystem.The Partner Sales Director will build the partnership architecture that positions Dynatrace as the de facto observability platform for GPU-accelerated AI workloads and AI inference clouds. The successful candidate will own the strategy, onboard partnerships and execute co-sell motions with enterprise field teams and enable Sell To, With and Through motions, and work with product and field to define the integration and solution roadmap that makes Dynatrace observability native to every GPU and AI inference workload.This role operates within the AI Native Ecosystem Alliance charter and will collaborate across AI native field sales, Product and Marketing to ensure AI partnerships generate partner-influenced pipeline and revenue, enterprise customer wins and new logos.In this role you will:* 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.## **What will help you succeed****Minimum Requirements:*** 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**Preferred Requirements:*** 7-10 years' experience in software sales, systems integration delivery/business development and alliances management* A proven track record of developing new partnerships from ground up and crafting clear strategy and execution plans to scale partner ecosystems to deliver multimillion dollar enterprise deals.* Demonstrated experience building and scaling To, With and Through partner motions: bundled offerings, white-label programs, or resell structures with technology platform companies* Strong understanding of GPU AI infrastructure and GPU clouds, and the AI workload economics that drive customer observability needs.* Strong executive relationships within the NVIDIA partner ecosystem, GPU cloud provider community, or cloud infrastructure organizations* Experience at or working directly with an AI infrastructure company, GPU cloud provider, or high-growth enterprise SaaS with a partner-led go-to-market## **Why you will love being a Dynatracer*** 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.* You'll get to work at the forefront of innovation with Dynatrace Intelligence—the industry's first agentic operations system. Bringing together deterministic and agentic AI, it helps teams understand what's happening, why it matters, and what to do next— automatically.* Over 50% of the Fortune 100 companies are current customers of Dynatrace.## **Compensation and Rewards**At Dynatrace, total compensation for this role is made up of a strong base salary, a lucrative variable commission structure, and equity.* Base Salary Range: $192,000 - $240,000. Your exact offer will be based on your unique experience, skill set, education, and geographic location.* Variable Pay: Additional commission tied directly to your success and performance targets.Beyond your cash compensation, Dynatrace offers a comprehensive rewards package designed to support your life, well-being, and long-term wealth, including:* Equity & Financial Future: Eligibility for Restricted Stock Units (RSUs), an Employee Stock Purchase Plan (ESPP), and a company-matched 401(k) program.* Time to Recharge: Unlimited personal time off (PTO) and 4 Dynatrace Wellness Days a year.* Health & Wellness: Premium medical and dental benefits.## **Equal Employment Opportunity**All your information will be kept confidential according to EEO guidelines.We offer competitive compensation, company-sponsored premium benefits, medical, dental, vacation/holidays, company matching 401(k) Plan, etc. Dynatrace is an Equal Opportunity/Affirmative Action employer. All qualified applicants will receive consideration for employment without regard to race, sex, color, gender identity, religion, national origin, ancestry, citizenship, physical abilities, age, sexual orientation, creed, disability status, veteran status, pregnancy, genetic status, or any other characteristic protected by law. If your disability makes it difficult for you to use this site, please contact [e-mail]. Dynatrace participates in E-Verify, participant information in English and Spanish. Right to work information in English and Spanish. EEO is the Law. To be considered for this position, please upload your resume/CV.**Note to Recruiters and Agencies**: Thank you for your interest in Dynatrace. Please note that **we do not accept unsolicited agency resumes**—do not forward them via our website or directly to Dynatrace employees. Dynatrace will not pay fees for unsolicited resumes, and any resumes received this way will be considered the property of Dynatrace.## Benefits and work-life perksWe offer best-in-class core rewards, including paid time off, financial security benefits, retirement savings plans, and health insurance. Beyond that, you’ll get other benefits and work-life perks designed to make your ride with us even more rewarding.#### Mental health supportOur Employee Assistance Program, powered by Telus Health, offers support for you and your family members.#### Wellness DaysFour company-designated extra paid days off for you to recharge batteries.#### FlexibilityOur hybrid working model and flexible working hours offer you the flexibility you need.#### Employee Stock Purchase PlanPurchase company stock (NYSE:DT) at a discounted price and become a shareholder.#### Learn & developCompany-wide learning perks, designated team's learning days, and more.#### Volunteering dayA day of paid volunteer time to support a community or cause you care about.#### Regular team eventsWe host Global Culture Parties, Family & Friends at Work Day, Global Breakfasts, Green Weeks, Pride Month, and beyond!#### International vibeMost of our offices and teams are proudly multicultural. English is our shared language, but we embrace and learn from each other's cultures.Rewards vary depending on your employment type. Some benefits and perks also differ by location — explore your city to see what’s available there.## About DynatraceDynatrace (NYSE: DT) is the leading AI-powered observability and security platform. We're advancing observability for today's digital businesses, helping transform modern digital ecosystems' complexity into powerful business assets.Our AI-driven insights cut through the noise, allowing customers to focus on what truly matters by automating manual tasks and resolving issues with pinpoint accuracy. Dynatrace offers simplicity, clarity, and reliability at scale to ensure teams can make informed decisions, minimize downtime, and drive their business forward with confidence.