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Global Alliance Manager - Accenture (US - Virtual Office)

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As a Global Alliance Manager you will be responsible for managing the Accenture partnership for North America. Your focus will be on creating reference architectures with Accenture that generate incremental license and services revenue for both Accenture and Dynatrace. Efforts are focused solely on Dynatrace’s Software Intelligence platform, which is a SaaS based solution. The objective is to develop strategic relationships by creating joint plays and customer outcomes that leverage Dynatrace solutions as a fundamental component of Accenture’s business outcomes. Alliance Managers will jointly develop business plans, services offerings, sales and demand generation strategies with Accenture and implement those initiatives by engaging sales teams with both Accenture 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
  • 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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Harsha Gunnam
Director of Marketing Analytics and Operations
EMPHASIS ON GROWTH
Mistakes are opportunities to learn
Transparency, empowerment and empathy guide Harsha Gunnam in his efforts to lead the marketing analytics and operations team through its exciting project roadmap. On this journey, Gunnam places a high value on keeping his team engaged and leaves plenty of room for growth and development. He appreciates that leadership has built “a culture where we know that it’s OK to make mistakes so we can learn from them, everyone is actively looking to collaborate with others and there is a priority for creating a positive environment.”
Transparency, empowerment and empathy guide Harsha Gunnam in his efforts to lead the marketing analytics and operations team through its exciting project roadmap. On this journey, Gunnam places a high value on keeping his team engaged and leaves plenty of room for growth and development. He appreciates that leadership has built “a culture where we know that it’s OK to make mistakes so we can learn from them, everyone is actively looking to collaborate with others and there is a priority for creating a positive environment.”
The willingness to learn and grow that I have seen here offers a great opportunity to coach and guide.
Elena DelloRusso
Sales Development Representative Team Lead
FUTURE-FOCUSED
Training and mentors facilitate growth
Eight months into her tenure with Dynatrace, Elena DelloRusso was promoted from an individual contributor to a team lead on the sales development representative team. She sees that step as just the beginning of her growth journey. At this year’s sales kickoff, DelloRusso was inspired by the field representatives honored for their hard work and achievements, adding, “I knew that I wanted to be on that stage myself one day.” To get there, she’s taking advantage of access to a variety of training to level up — including Sandler Training, an award-winning sales program — and insight from mentors.
Eight months into her tenure with Dynatrace, Elena DelloRusso was promoted from an individual contributor to a team lead on the sales development representative team. She sees that step as just the beginning of her growth journey. At this year’s sales kickoff, DelloRusso was inspired by the field representatives honored for their hard work and achievements, adding, “I knew that I wanted to be on that stage myself one day.” To get there, she’s taking advantage of access to a variety of training to level up — including Sandler Training, an award-winning sales program — and insight from mentors.
Having easy access to peers and management across different SDR teams has allowed me to take bits and pieces of knowledge to develop my very own style.
Sarah Fister
Enterprise Account Executive
FIERCE CUSTOMER FOCUS
Coming together to improve the experience
Dynatrace’s product has been recognized for its innovative and comprehensive approach to AIOps, which enhances customers’ IT observability. But it’s the team’s relentless focus on client care that makes the real difference, according to Sarah Fister. Such a concentration on users wouldn’t be possible if it weren’t for the emphasis management puts on ensuring employees feel like they are part of the team. It is an environment where doors are always open, and where everyone is accepted.
Dynatrace’s product has been recognized for its innovative and comprehensive approach to AIOps, which enhances customers’ IT observability. But it’s the team’s relentless focus on client care that makes the real difference, according to Sarah Fister. Such a concentration on users wouldn’t be possible if it weren’t for the emphasis management puts on ensuring employees feel like they are part of the team. It is an environment where doors are always open, and where everyone is accepted.
Seeing these solutions help our customers solve complex business problems that are eating away at their revenue is an incredibly rewarding feeling.

What are Dynatrace Perks + Benefits

Dynatrace Benefits Overview

Being a leader in the market doesn’t mean it’s all work and no play. At Dynatrace, our employees take their jobs seriously but also like to have fun. While at work, we encourage you to take a break and enjoy a game of ping-pong, have a cup of coffee or go to the gym. Work flexibility is important at Dynatrace, we are investing in your growth and happiness! Dynatrace provides a comprehensive benefit plan that allows employees to select benefits that fit their personal needs and stay competitive in the market place.

Culture
Volunteer in local community
Open door policy
Open office floor plan
Employee resource groups
Remote work program
Diversity
Mandated unconscious bias training
Diversity employee resource groups
Hiring practices that promote diversity
Health Insurance & Wellness Benefits
Flexible Spending Account (FSA)
Disability insurance
Dental insurance
Vision insurance
Health insurance
Life insurance
Pet insurance
Wellness programs
Mental health benefits
Wellness days
Financial & Retirement
401(K)
401(K) matching
Company equity
Employee stock purchase plan
Performance bonus
Child Care & Parental Leave Benefits
Family medical leave
Adoption Assistance
Vacation & Time Off Benefits
Generous PTO
Paid volunteer time
Sabbatical
Paid holidays
Paid sick days
Office Perks
Commuter benefits
Company-sponsored outings
Free snacks and drinks
Company-sponsored happy hours
Fitness stipend
Home-office stipend for remote employees
Onsite gym
Professional Development Benefits
Tuition reimbursement
Lunch and learns
Promote from within
Online course subscriptions available
Customized development tracks

Additional Perks + Benefits

Our values
We keep things simple. Common sense has guided our journey and enabled us to grow and excel. As we’ve developed, we've identified three pillars that define and embody our culture:

Innovate with Passion
We build innovative solutions and creative approaches to our business across all functions to benefit our stakeholders. Our passion is fueled by our profound curiosity, inspiration, and desire to drive positive change.

Engage with Purpose
We aspire to fulfill our mission by committing to excellence and delivering meaningful customer value. We collaborate and communicate effectively to reach our shared goals and aid our customers in achieving their objectives. We listen with empathy, encourage diverse perspectives, act with kindness, and foster an environment where every Dynatracer can have an impact.

Win with Integrity
We deliver results through honesty, transparency, and accountability. We compete with tenacity while upholding the highest ethical standards and respect for our customers, partners, and colleagues. We constantly learn from feedback, celebrate with humility, and strive for excellence.

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