Partner Sales Director - AI Alliances - Model Providers

About the role

The Partner Sales Director – AI Alliances, Model Providers owns Dynatrace's most strategically differentiated partnerships in the AI-native ecosystem — leading alliances with large language model (LLM) and foundation model providers whose platforms underpin enterprise AI deployments globally. This executive serves as Dynatrace's primary alliance owner for a targeted list of prioritized partners including Anthropic, OpenAI, Mistral, Groq, Cohere and other leading open source and commercial providers. This is a category-defining, startup role to build the AI native ecosystem for Dynatrace.

Responsibilities

• Build the partnership architecture that positions Dynatrace as the de facto observability platform for the LLM deployments across the enterprise.
• Own the strategy, onboard partnerships and execute co-sell motions with enterprise field teams and enable Sell To, With and Through motions, and work with product and field to define the integration and solution roadmap.
• Operate within the AI Native Ecosystem Alliance charter and 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.
• Develop a GTM counter-position and differentiation to competitor integrations through Dynatrace's agentic observability, eval framework, LLM cost governance, and the unique data plane differentiations.
• Develop and maintain executive relationships (VP/C-suite) at Anthropic, OpenAI, and other model providers — with particular focus on enterprise business development, solutions architecture, and partner program and marketplace integrations at each organization.
• Build and scale the AI partnerships with Sell To, With and Through programs and structure commercial arrangements to embed Dynatrace as the default observability layer for the model deployments.
• 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 to develop and execute joint GTM campaigns, ecosystem events support and pipeline generation plans.
• Drive joint co-innovations and solutions roadmap working with product and channel teams.
• Build content to deliver sales, partner and channels enablement with clear value proposition and sales plays.

Requirements

• HS diploma or GED
• 10+ years of experience in enterprise software sales, technology alliance management, or cloud ecosystem
• 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 alliance management
• Demonstrated experience building strategic technology alliances with AI-native companies, foundation model providers, or enterprise AI platform companies — from initial integration through to commercial field co-sell motions
• Strong understanding of the LLM provider ecosystem: Anthropic, OpenAI, Mistral, open source and cloud LLMs [AWS Bedrock, Gemini etc.] and the enterprise programs each partner operates
• Familiarity with agentic AI systems, Model Context Protocol (MCP), and enterprise AI platform architecture — sufficient to engage credibly with LLM provider technical teams and drive solution use cases.
• Understanding of LLM economics: token cost attribution, inference optimization, model evaluation frameworks, enterprise SLAs, and AI governance requirements (EU AI Act, HIPAA, SOX) that drive enterprise AI observability needs
• Demonstrated experience building and scaling To, With and Through partner motions: bundled offerings, white-label programs, or resell structures with technology platform companies
• Exceptional executive relationships within the business development, enterprise, or partner organizations at Anthropic, OpenAI, or comparable AI-native companies
• Experience working at or closely partnering with a generative AI company, AI infrastructure vendor, or enterprise AI platform provider

Qualifications

• Strong understanding of enterprise AI platform architecture
• Understanding of LLM economics
• Experience building and scaling To, With and Through partner motions
• Executive relationships within the business development, enterprise, or partner organizations at Anthropic, OpenAI, or comparable AI-native companies
• Experience working at or closely partnering with a generative AI company, AI infrastructure vendor, or enterprise AI platform provider

Skills

• Enterprise software sales
• Technology alliance management
• Cloud ecosystem
• Enterprise business development
• Solutions architecture
• Partner program and marketplace integrations
• To, With and Through partner motions
• Executive relationships
• Generative AI company, AI infrastructure vendor, or enterprise AI platform provider experience

Benefits

At Dynatrace, we offer a comprehensive rewards package designed to support your life, well-being, and long-term wealth, including:

• 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

Pay

Base Salary Range: $192,000 - $240,000. Your exact offer will be based on your unique experience, skill set, education, and geographic location.

Schedule

Not specified.