The Partner Sales Director – AI Alliances, App Builders & SaaS owns the broadest and most commercially layered segment of Dynatrace's AI-native partner ecosystem — spanning two distinct but deeply complementary tiers. AI-Native App Builders: Developer-first platforms including Cursor, Lovable, Vercel/v0, Bolt.new, Replit, Windsurf, Retool etc and AI-Native SaaS Applications: Production enterprise AI applications like Harvey (legal AI), Glean (enterprise knowledge AI), Sierra (customer service AI), ElevenLabs (voice AI), Perplexity, Writer, Runway, and Cognition/Devin etc. This is a category-defining, startup role to build the AI native ecosystem for Dynatrace.
For the AI-Native App Builders - These builders deploy thousands of AI-powered applications per day, you will position Dynatrace as the default observability choice when those applications move from prototype to enterprise production. For AI-Native SAAS – You will target specific AI SaaS companies to onboard as Dynatrace partners and customers — enabling Sell To, With and Through partner motions to jointly expand into the SAAS partner customer base.
This is a commercially sophisticated dual-motion role requiring fluency in both developer ecosystem dynamics (PLG, community, open-source) and enterprise sales, governance, and co-sell disciplines. This role operates within the AI Native Ecosystem Alliance charter and collaborating 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 alliances with the prioritized App Builder and AI SAAS partner accounts.
- Activate Sell To, With and Through partnerships with key app builder and SAAS platforms and position Dynatrace as the recommended observability layer when their enterprise users move from AI prototype to production deployment.
- Own Dynatrace's presence, sponsorship, and speaking program at anchor events and AI builder community conferences.
- Develop and maintain executive relationships (VP/C-suite) — with particular focus on enterprise business development, solutions architecture, and integration into marketplaces and partner programs.
- Meet and exceed quarterly co-sell pipeline, partner-influenced ACV and manage the cosell 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 Dynatrace product and channel teams.
- Build sales plays and content to deliver sales, partner and channels enablement.
- Collaborate with Product on the AI observability developer experience roadmap — ensuring Dynatrace is the easiest observability platform to adopt for AI-native applications.
Minimum Requirements
- HS diploma or GED
- 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 channel management.
- Experience building strategic technology alliances with AI-native companies, from integration through commercial co-sell motions.
- Fluency in PLG metrics and motions, as well as enterprise co-sell disciplines, including free tier activation, trial-to-paid conversion, and $200K+ ACV enterprise co-sell processes.
- Familiarity with agentic AI systems, Model Context Protocol, enterprise AI architecture, and solution use cases.
- Understanding of LLM economics, including token cost attribution, inference optimization, model evaluation, enterprise SLAs, and AI governance requirements such as EU AI Act, HIPAA, and SOX.
- Experience building and scaling To, With, and Through partner motions, including bundled offerings, white-label programs, and resell structures.
- Experience developing vertical GTM plays in regulated industries such as legal tech, financial services, or healthcare.
- Exceptional written communication skills, including the ability to co-author joint value propositions, sales plays, and executive briefing documents for LLM provider business development teams and customers.
- 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.
- Base Salary Range: $166,000 - $207,000. 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.
- 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.
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 [email protected]. 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.
