Principal Technology Alliance Manager

Job Description

In this role you will play a key role in the selection of the right partnerships, crafting and implementing the partnership strategy, fostering, and preserving valuable relationships with your assigned partners. Your partners will be multinational software vendors who can complement our leading position as Platform for Observability and Applications Security.  Your responsibilities encompass a holistic end to end view - from establishing and ensuring seamless interoperability between our software offerings, fostering continuous co-innovation, to executing collaborative go-to-market strategies.

• You’re responsible for building up, leading, and executing the strategy and integration of our partner plans.  
• You coordinate with cross-functional teams to align alliance goals with the business strategy, driving coherence and effectiveness. 
• You take ownership of collaborative programs and initiatives, leveraging internal and external resources to deliver prompt and precise updates on progress and achievements to stakeholders within and outside the organization. 
• Facilitate relationships and collaboration between Dynatrace and our technology partners and vendors, including partner executive leaders, product managers, engineering, sales, and marketing.  
• Be responsible for initial technical scoping and detailed business strategy.  
• Proactively identify, develop, and drive longer-term strategies and initiatives with technology alliance partners to deliver rapid business growth globally.  
• You actively seek and capitalize on new opportunities for joint ventures, collaborative projects, and business development to fuel innovation and revenue growth.  
• You cultivate robust relationships with stakeholders across organizations, from executives to product and sales teams, ensuring collaboration and alignment. 

Qualifications

Minimum Requirements

• Several (10+) years of excellent leadership, effectively inspiring and motivating cross-functional stakeholders.
• 5+ years of experience in planning, developing, and managing technology alliances with major software vendors.

Preferred Requirements:

• Strong experience in business development and managing partner relationships.
• Familiar with GTM strategies in the technology/cloud services industry, preferably in the DevOps or Cybersecurity space.
• Ability to quickly understand and explain technical concepts to audiences of varying technical expertise.
• Experience in creating ISV Ecosystem Partner Program.
• Strong interpersonal skills and an outgoing personality with a high degree of comfort speaking with executives, IT Management, and developers.
• Ability and willingness to travel if needed and comply with the company’s travel policy.