Partner Sales Manager

Dynatrace 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.

As a Partner Sales Manager you will be responsible to recruit, develop and manage partner business in a defined geographic region focused on generating incremental, distributed software license and service-related 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 Tokyo

Ideal Qualifications

• Bachelor’s degree
• A minimum of 10 years experience in software sales, business development, channel/partner management
• A proven track record of overachievement against targets
• A track record of recruiting partners and generating new business revenues
• Solution development experience in a software as a service / cloud services environment
• Willingness to travel 25-50% of the time
• Proven experience in driving sales opportunities from lead generation to closure, effectively negotiating agreements and building long-lasting partnerships
• Managed Services, Digital Agency, and ISV ecosystem experience is a plus
• Experience with cloud technology ecoysystem partners or DevOp is a plus

• Understand the Partners’ business and align Dynatrace solutions to develop compelling ‘go to market’ propositions
• Qualify new Partners and demonstrate ability to effectively communicate the value of the Dynatrace platform to both C-level’ business leaders and ‘technical’ staff members
• Develop Partners to become self-sufficient in the marketing of the jointly developed solutions
• Develop and build similar sales strategies with all assigned partners in region
• Communicate in region partner activities to other Dynatrace Partner managers so they can leverage that on the jointly developed partner initiatives in their regions
• Manage, Track and Report highest priority action items, results, business plan development, marketing-related successes and accurate partner forecasts, sales
• Perform as an evangelist to drive Dynatrace solutions
• Collaborate with the region sales leadership team and successfully execute the region partner business plan
• Host quarterly business reviews with partners to drive accountability and report on success metrics
• Generate partner-sourced net-new sales pipeline and revenue

• We are a market share leader & a 13 x magic quadrant leader.
• We invest more in R&D than some of our competitors’ total revenue, assuring market-leading customer value and quick adoption.
• Enjoy our culture of excellence with competitive compensation packages that recognize and reward greatness.
• Working with the largest of the Cloud players like AWS, Azure, Pivotal and Google Cloud allows our customers to have the best of 3rd Generation Monitoring in the world. Not to mention we’re fully automated from the start, providing the most advanced solution leveraging our AI machine learning technology
• We offer a competitive compensation package, benefits, company pension scheme and holidays.