Partnerships Manager

About Dash0

Join Dash0 and help us define the future of observability.

We are Open Telemetry-native, building a delightful, simple, and AI-centric platform that eliminates vendor lock-in and meaningless toil.

Shape a product that developers love—all with transparent pricing and cost-control built in.

The Opportunity

This is not a relationship maintenance role; it's a strategy and building role. You will own the two channels providing the most leverage for our next phase of growth:

• Hyperscaler marketplaces
• (AWS, GCP, Azure) and the

Cloud-native consultancy ecosystem that influences every enterprise buying decision.

Your mission is to build the motion from near-scratch: partner program design, commercial frameworks, co-sell enablement, and field activation.

You will simultaneously work live deals through hyperscaler channels where the opportunity is immediate.

• What You’ll Do
• Hyperscaler

Ownership: Own the relationships with AWS, GCP, and Azure.

Drive Dash0 onto marketplace listings, activate co-sell motions, and turn field relationships with Cloud Solution Architects into a repeatable source of qualified pipeline.

• Partner
• Program

Design: Design and execute a partner model for cloud-native SIs and consultancies—the firms that spec observability stacks for enterprise clients.

Define the incentive structure and co-delivery model.

• Revenue Generation: You will be measured by ARR contribution: net-new logos sourced through partners and accelerated deals via SI influence.
• Ecosystem Intelligence: Feed partner and SI intelligence back into product, pricing, and positioning. You proactively address competitive movements.
• Field

Activation: Build and document relationships with hyperscaler solution architects in target geographies (US East Coast, UK/Netherlands/DACH) to generate qualified introductions.

Who You Are

• The Builder: You are energized by the ambiguity of standing up something new. You prefer creating the playbook over just following one.
• Commercially Relentless: You think in pipeline stages and deal economics. Every relationship must have a clear revenue thesis.
• Technically Fluent: You learn products fast and translate technical architecture (e. g., why a unified data store matters) into commercial advantages.
• Ecosystem-Native: You understand how cloud-native SIs, consultancies, and hyperscaler field teams actually make decisions and route business.
• Deal Execution Specialist: You are equally effective in executive relationship management and in-the-weeds deal execution.

Qualifications

• 5+ years in partnerships, alliances, or business development at a developer tools, observability, or cloud-native infrastructure company.
• Established relationships with field teams at one or more of the major hyperscalers (AWS, GCP, Azure).
• Demonstrated experience building or scaling a hyperscaler co-sell motion—from listing to active deal flow.
• Experience designing partner programs for SIs or consultancies (tiers, incentives, enablement) at a technical product company.
• A track record of partner-sourced or partner-influenced revenue.
• Bonus Points
• Background in observability, APM, or Dev Sec Ops.
• Experience with the Open Telemetry or Prometheus ecosystems.
• Existing CNCF community relationships.
• International experience spanning US and Europe.
• Why You’ll Love Working at Dash0
• Build Your Own Function: You have the rare opportunity to design our partnership strategy from the ground up.
• High-Tech Impact: Work at the forefront of the Open Telemetry movement with a product built for engineers, by engineers.
• Competitive Package: Salary, uncapped incentives, and meaningful equity participation.
• Growth Path: As the ecosystem grows, so does your role. You are joining a high-growth team where your impact is visible every day.
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