Partner Sales Director - AI Alliances - Infrastructure Partners

About the role

The Partner Sales Director – AI Alliances, Infrastructure Partners owns and scales Dynatrace's strategic relationships with the foundational compute layer of the AI-native ecosystem including NVIDIA, CoreWeave, Lambda Labs, Together.ai, AMD, Intel, Crusoe, and the broader NeoClouds ecosystem. This is a category-defining, startup role to build the AI native ecosystem for Dynatrace at the intersection of enterprise observability and AI infrastructure ecosystem.

The Partner Sales Director will build the partnership architecture that positions Dynatrace as the de facto observability platform for GPU-accelerated AI workloads and AI inference clouds. The successful candidate will own the strategy, onboard partnerships, execute co-sell motions with enterprise field teams, enable Sell To, With, and Through motions, and work with product and field to define the integration and solution roadmap that makes Dynatrace observability native to every GPU and AI inference workload.

This role operates within the AI Native Ecosystem Alliance charter and will collaborate across AI native field sales, Product, and Marketing to ensure AI partnerships generate partner-influenced pipeline and revenue, enterprise customer wins, and new logos.

Responsibilities

• Own and develop Dynatrace's strategic alliance with prioritized AI infrastructure partner accounts.
• Build and scale the AI infrastructure partnerships with Sell To, With, and Through programs and structure commercial arrangements to embed Dynatrace as the default observability layer in managed GPU platform offerings.
• Develop and maintain C-suite and VP-level executive relationships.
• Negotiate and execute formal alliance agreements, MDF co-marketing budgets, referral frameworks, and joint GTM commitments.
• Meet and exceed quarterly co-sell pipeline, partner-influenced ACV, and manage the co-sell process with target partners including deal registrations, joint account maps, and quarterly business reviews (QBRs).
• Work with partner marketing to develop and execute joint GTM campaigns, ecosystem events support, and pipeline generation plans.
• Drive joint co-innovations and solutions roadmap working with product teams.
• Build content to deliver sales, partner, and channels enablement with clear value proposition and sales plays.

Requirements

• Bachelor's degree or equivalent professional experience.
• 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.

Qualifications

• 7-10 years' experience in software sales, systems integration delivery/business development, and alliances management.
• A proven track record of developing new partnerships from the ground up and crafting clear strategy and execution plans to scale partner ecosystems to deliver multimillion-dollar enterprise deals.
• Demonstrated experience building and scaling To, With, and Through partner motions: bundled offerings, white-label programs, or resell structures with technology platform companies.
• Strong understanding of GPU AI infrastructure and GPU clouds, and the AI workload economics that drive customer observability needs.
• Strong executive relationships within the NVIDIA partner ecosystem, GPU cloud provider community, or cloud infrastructure organizations.
• Experience at or working directly with an AI infrastructure company, GPU cloud provider, or high-growth enterprise SaaS with a partner-led go-to-market.

Benefits

• Unlimited personal time off (PTO) and 4 Dynatrace Wellness Days a year.
• Premium medical and dental benefits.
• Eligibility for Restricted Stock Units (RSUs) and an Employee Stock Purchase Plan (ESPP).
• Company-matched 401(k) program.

Pay

Base Salary Range: $192,000 - $240,000. 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.