Job Description
Company DescriptionDynatrace exists to make the world's software work perfectly. Our unified software intelligence platform combines broad and deep observability and continuous runtime application security with the most advanced AIOps to provide answers and intelligent automation from data at an enormous scale. This enables innovators to modernize and automate cloud operations, deliver software faster and more securely, and ensure flawless digital experiences. That is why the world's largest organizations trust Dynatrace®️ to accelerate digital transformation.We're an equal opportunity employer and embrace all applicants. Dynatrace wants YOU-your diverse background, talents, values, ideas, and expertise. These qualities are what make our global team stronger and more seasoned. We're fueled by the diversity of our talented employees.Job DescriptionAs a Partner Sales Manager you will be responsible to recruit, develop and manage named partner business in a defined geographic region focused on generating incremental, distributed software license revenue. Within the defined sales region, efforts are focused solely on Dynatrace's Software Intelligence platform for the Enterprise Cloud.Responsibilities also include generating interest in the Dynatrace platform by leveraging the partner ecosystem. For both regional and national partners, the objective is to develop strategic relationships through the creation of joint business initiatives and offerings that leverage Dynatrace as a fundamental component of the partner's business. Partner Managers jointly develop sales strategies with their partners and implement those initiatives by working with local sales teams. Partner Managers are required to travel selectively to meet with partners and sales teams to gain commitment to launch an initiative and ensure successful execution of the established programs.This individual will be based in Sydney, Australia or Canberra, AustraliaThe region coverage: ANZYour role in the teamManage a set of Name partners accounts - Understand Named Partners' business and align Dynatrace solutions to develop compelling 'go to market' propositionsDemonstrate ability to effectively communicate the value of the Dynatrace platform to both C-level' business leaders and 'technical' staff membersDevelop Partners to become self-sufficient in the marketing of the jointly developed solutionsDevelop and build sales strategies with assigned partners in regionCommunicate in region partner activities to other Dynatrace Partner managers so they can leverage that on the jointly developed partner initiatives in their regionsManage, Track and Report highest priority action items, results, business plan development, marketing-related successes and accurate partner forecasts, salesPerform as an evangelist to drive Dynatrace solutionsCollaborate with technology alliance partnersHost quarterly business reviews with partners to drive accountability and report on success metricsCollaborate with the region sales leadership team and successfully execute the region partner business planWork with region sales management and sales team to drive partner businessCollaborate with marketing team to drive end user event with partner for partners' pipelineGenerate partner-sourced net-new sales pipeline and revenueQualify new Partners if neededQualificationsBachelor's degreeA minimum of 10 years' experience in software sales, business development, channel/partner managementA proven track record of overachievement against targetsA track record of recruiting partners and generating new business revenues via partnersSolution development experience in a software as a service / cloud services environmentWillingness to travel up to 50% of the timeProven experience in driving sales opportunities from lead generation to closure, effectively negotiating agreements and building long-lasting partnershipsCandidate must have federal experience and have good connections to government partnersExperience engaging GSI like Accenture, Deloitte, Infosys is a plusExperience with cloud technology eco-system partners or DevOp is a plusAdditional InformationWhy you will love selling and working with our Dynatrace platformDynatrace provides a culture of excellence with competitive compensation packages that recognize and reward greatness.Dynatrace is a market share leader and has been a magic quadrant leader 13 times.Dynatrace invests more in R&D than some of our competitors' total revenue, assuring market-leading customer value and quick adoption.Dynatrace is trusted by over half of Fortune's Top 100.At Dynatrace, you will work with the largest of the Cloud players like AWS, Azure, VMware and Google Cloud.Dynatrace is fully automated from the start, providing the most advanced solution leveraging our AI machine learning technology.We offer a competitive compensation package and benefits.We're an equal opportunity employer and embrace all applicants. Dynatrace wants YOU-your diverse background, talents, values, ideas, and expertise. These qualities are what make our global team stronger and more seasoned. We're fueled by the diversity of our talented employees.Dynatrace
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