Partnerships Manager

dash0 GmbH

Job Overview

Location

EMEA - Remote

Job Type

Full-time

Full Job Description

📋 Description

• Dash0 is at the vanguard of the observability revolution, and we are seeking a strategic and hands-on Partnerships Manager to spearhead our growth through key hyperscaler marketplaces and the influential cloud-native consultancy ecosystem.
• This is a unique opportunity to build and define our partnership strategy from the ground up, moving beyond traditional relationship management to a proactive, strategy-driven approach.
• Your primary mission will be to construct a robust partnership motion, encompassing the design of partner programs, the development of commercial frameworks, the enablement of co-sell initiatives, and the activation of field teams.
• You will be instrumental in driving Dash0's presence on major hyperscaler marketplaces, including AWS, GCP, and Azure, ensuring our platform is readily available to a vast enterprise audience.
• Simultaneously, you will cultivate and nurture relationships within the cloud-native System Integrator (SI) and consultancy sector, leveraging their expertise and influence to drive enterprise adoption of Dash0's observability solutions.
• A core responsibility will be to establish and refine the commercial frameworks that govern these partnerships, ensuring mutual benefit and clear revenue pathways.
• You will be tasked with designing and executing a comprehensive partner program tailored for cloud-native SIs and consultancies, recognizing their pivotal role in specifying observability stacks for enterprise clients.
• This includes defining attractive incentive structures, establishing clear co-delivery models, and ensuring partners are equipped to successfully implement and advocate for Dash0.
• A significant aspect of your role will involve activating co-sell motions with hyperscaler field teams, particularly Cloud Solution Architects (CSAs), transforming these relationships into a consistent source of qualified sales pipeline.
• You will work closely with these field teams in targeted geographies, including the US East Coast, UK, Netherlands, and DACH regions, to generate qualified introductions and drive joint go-to-market activities.
• Success in this role will be directly measured by your contribution to Annual Recurring Revenue (ARR), specifically through net-new logos sourced via partners and deals accelerated by SI influence.
• You will act as a crucial bridge between the partner ecosystem and Dash0's internal teams, feeding valuable intelligence about partner needs, market trends, and competitive movements back into our product, pricing, and positioning strategies.
• This role demands a proactive approach to understanding and addressing competitive landscapes, ensuring Dash0 maintains a strong market position.
• Beyond strategic design, you will also be involved in executing live deals through hyperscaler channels, capitalizing on immediate opportunities and demonstrating the viability of our partnership models.
• You will be the architect of our partner program, defining its tiers, incentive mechanisms, and enablement resources to foster deep engagement and success.
• Your ability to translate technical value propositions into compelling commercial advantages will be key to securing buy-in from both hyperscaler teams and consultancies.
• You will need to develop a deep understanding of how cloud-native SIs, consultancies, and hyperscaler field teams operate, make decisions, and route business opportunities.
• This role requires a blend of executive-level relationship management and meticulous in-the-weeds deal execution, ensuring a seamless partner experience from initial engagement to closed revenue.
• Ultimately, you will be the driving force behind building a scalable and impactful partnerships function that fuels Dash0's next phase of hyper-growth.

🎯 Requirements

• 5+ years of experience in partnerships, alliances, or business development within the developer tools, observability, or cloud-native infrastructure sectors.
• Proven track record of building or scaling a hyperscaler co-sell motion, from initial marketplace listing to active deal flow.
• Demonstrated experience in designing and implementing partner programs for SIs or consultancies, including defining tiers, incentives, and enablement strategies for technical products.
• Established relationships with field teams (e.g., Cloud Solution Architects) at one or more major hyperscalers (AWS, GCP, Azure).
• A history of generating partner-sourced or partner-influenced revenue.
• Technical fluency and the ability to quickly learn and translate complex technical architectures into commercial benefits.

🏖️ Benefits

• Competitive salary, uncapped incentives, and meaningful equity participation.
• The unique opportunity to design and build a partnership function from the ground up.
• Work at the forefront of the OpenTelemetry movement with a cutting-edge, engineer-centric product.
• A clear growth path within a high-growth team where your impact is visible daily.
• Remote work flexibility across the EMEA region.

Skills & Technologies

AWS

Azure

GCP

Prometheus

Remote

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dash0 GmbH

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About dash0 GmbH

dash0 is an open-source-centric observability platform that automatically ingests metrics, traces and logs from cloud-native environments. Built around OpenTelemetry, it offers vendor-neutral data collection, a unified query interface and out-of-the-box dashboards for Kubernetes, microservices and serverless workloads. Engineers can search, analyze and correlate telemetry in real time, set intelligent alerts and share findings across teams. The SaaS service scales elastically, keeps data in EU or US regions and provides role-based access controls, SSO and audit logs. dash0 helps operators reduce mean time to detection and resolution without locking data into proprietary agents or formats.

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