Partner Sales Director - AI Alliances - Model Providers

Your role at Dynatrace 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.

The Partner Sales Director will build the partnership architecture that positions Dynatrace as the de facto observability platform for the LLM deployments across the enterprise. The successful candidate will 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

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  this role you will:

Own and develop Dynatrace's alliances with Anthropic. OpenAI and other prioritized model providers.

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.

What will help you succeed

Minimum Requirements:

HS diploma or GED
10+ years of experience in enterprise software sales, technology alliance management, or cloud ecosystem GTM3+ 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

Strong executive relationships within the business development, enterprise, or partner organizations at Anthropic, OpenAI, or comparable AI-native companies

Exp…