Strategic Alliances Manager

1 week ago

Boston Massachusetts, United States Dynatrace Full time

Job Overview


As a Strategic Alliances Manager, your primary responsibility will be to cultivate and oversee partnerships with leading cloud service providers such as Amazon Web Services, Microsoft, and Google Cloud Platform. Your focus will be on driving additional revenue through software licenses and service offerings.


In your designated sales territory, you will be tasked with generating interest in all Dynatrace solutions by effectively collaborating with partners, sales teams, field representatives, and executive members within the various ecosystems of cloud platform providers.


The goal for all cloud platform providers is to establish strategic partnerships by initiating joint business ventures that incorporate Dynatrace solutions as a core element of their operations.


As the Strategic Alliances Manager, you will co-create co-selling strategies and execute these initiatives in partnership with local cloud platform provider teams and Dynatrace sales personnel.


Additionally, you will leverage data analytics and buying propensity insights to identify new customer opportunities for Dynatrace sales teams and actively facilitate customer transactions through private offers in cloud platform provider marketplaces.


This role may require selective travel to engage with cloud platform provider teams, securing their commitment to launch initiatives and ensuring the successful implementation of established programs.


Key Responsibilities:

  • Serve as a subject matter expert on cloud platform provider business models and ecosystems, aligning Dynatrace solutions to create compelling market propositions.
  • Develop, manage, and enhance alliances with cloud platform providers in your region.
  • Empower cloud platform provider relationships to achieve self-sufficiency in marketing jointly developed solutions alongside Dynatrace sales teams.
  • Share regional cloud platform provider activities and best practices with other Dynatrace Partner Sales Managers to leverage joint initiatives across regions.
  • Achieve co-sell and private offer booking targets, along with other essential business metrics.
  • Monitor, track, and report on priority action items, results, business plan development, marketing successes, and accurate sales forecasts.
  • Lead and support marketing initiatives with cloud platform providers and promote significant opportunity wins within their teams and internally at Dynatrace.
  • Manage your time and travel expenses in accordance with company policies.


(This position may be filled at a higher level based on the candidate's experience.)

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