Partner Sales Director - AI Alliances - Infrastructure Partners

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

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.

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.