Global Alliance Manager - (US - Virtual Office)

Sales / Remote Office, United States

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As a Global Alliance Manager you will be responsible to develop and manage 1-2 accounts globally, such as Accenture, Capgemini, Deloitte, etc.... for Dynatrace.   Your focus will be on generating incremental software license and service-related revenue for both organizations. Efforts are focused solely on Dynatrace’s Software Intelligence suite, which is a SaaS based platform. The objective is to develop strategic relationships by creating joint business initiatives that leverage Dynatrace solutions as a fundamental component of the partner’s business. Alliance Managers will jointly develop business plans, services offerings, sales and demand generation strategies with these partners and implement those initiatives by engaging sales teams with both the partner and Dynatrace. Alliance Managers will be 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. 
 

In this role you will:

  • 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 solutions 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 across all Dynatrace solutions with 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
  • Be able to manage your time and travel expenses in accordance of the requirements of the company

Desired Experience:

  • A minimum of 5 years experience in software sales, systems integration delivery / business development, channel management
  • Prior experience partnering with Accenture, Deloitte and/or Capgemini
  • A proven track record of overachievement against targets
  • Solution development experience in a software/services environment
  • Managed Services, Digital Agency, and ISV ecosystem experience is a plus

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