Director, Partner Sales - Cloud Partners (Remote, Bay Area)

Your role at Dynatrace

As Director, Partner Sales – Cloud Partners, you will drive the regional strategy, co-sell and channel engagement motions with Amazon Web Services (AWS), Microsoft Azure, and Google Cloud (GCP) across NORAM [US and Canada]. You will work with the regional sales teams to generate new logos, incremental pipeline and software license revenue working with the cloud partner ecosystem. This is a player coach role, apart from owning specific sales regions, you will also be managing the NORAM cloud partner sales managers and own the entire cloud co-sell targets for the Geo. This is an enablement- and execution-first role: you will build and run joint sales plays with cloud provider field, partner, and specialist teams, embed those plays into the regional Dynatrace sales and channels execution, and ensure local sellers and partner managers know how to identify, position, and close co-sell opportunities. You will act as the connective tissue between global partner strategy and the day-to-day motion across NORAM account teams. You will work closely with cloud partner and sales teams in-region to build joint pipeline, drive marketplace private offer transactions, develop multi-way partnerships with regional channels, and drive joint demand generation initiatives with cloud and channel partners. Selective regional travel will be required to support cloud co-sell and demand generation, to run enablement sessions, and represent Dynatrace at partner and customer events across NORAM. In this role, you will:

Own and scale the co-sell relationship with AWS, Microsoft, and GCP across NORAM, translating global cloud alliance strategy into region-specific execution Work closely with the global alliances managers for each of the clouds to execute on the global and regional plans and joint sales plays. Manage the regional partner sales managers apart from owning specific RVP sales regions. Design, launch, and continuously refine joint sales plays working with cloud provider field and specialist teams, and aligned to regional field priorities Drive enablement plans for Dynatrace regional sales, SEs, and channel partners to scale cloud co-sell motions Partner directly with regional and in-country Dynatrace sales leaders and account teams to embed co-sell and marketplace motions into everyday selling activity Drive marketplace private offer adoption and transaction support, working with sales and deal desk to structure and close cloud marketplace deals Build and manage relationships with cloud partner development managers (PDMs), partner sales managers, and specialist teams at the country and regional level Identify and activate net-new pipeline using cloud provider co-sell tools, propensity-to-buy data, and joint account mapping Track, report, and forecast co-sell bookings, pipeline influence, and enablement program adoption/effectiveness across the region Share regional best practices, win wires, and playbook iterations with the global Cloud Alliances team so successful plays can be adapted for other regions

Represent Dynatrace at cloud provider partner summits, enablement events, and regional field events across NORAM. What will help you succeed

HS diploma or GED

7+ years of experience in cloud alliances, channel sales, partner enablement, or enterprise software sales, with direct exposure to AWS, Microsoft Azure, and/or Google Cloud ecosystems

Experience working with cloud, GSI and regional channel partners to scale co-sell.

Proven experience building and running co-sell sales plays and enablement programs with cloud partners (AWS, Microsoft, GCP)

Track record driving bookings and pipeline through cloud marketplace private offers

Strong understanding and experience with cloud partner programs including marketplace, incentive and competency programs.

Strong existing relationships with cloud provider partner and field teams in