At a Glance
- Tasks: Own partnerships with AWS, GCP, and Azure to drive growth and revenue.
- Company: Join Dash0, a leader in AI-centric observability solutions.
- Benefits: Competitive salary, uncapped incentives, and equity participation.
- Other info: Design your own partnership strategy in a high-growth environment.
- Why this job: Shape the future of observability and make a real impact.
- Qualifications: 5+ years in partnerships with established relationships in hyperscaler teams.
The predicted salary is between 48000 - 72000 £ per year.
About Dash0
Join Dash0 and help us define the future of observability. We are OpenTelemetry-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 DevSecOps.
- Experience with the OpenTelemetry 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 OpenTelemetry 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.
Partnerships Manager employer: Dash0
At Dash0, we pride ourselves on being an innovative employer that empowers our employees to shape the future of observability. With a strong focus on building impactful partnerships and a culture that encourages creativity and growth, you will have the unique opportunity to design our partnership strategy from the ground up while working alongside a high-growth team. Our competitive package, including uncapped incentives and equity participation, ensures that your contributions are recognised and rewarded in a dynamic environment located at the forefront of the tech industry.
StudySmarter Expert Advice🤫
We think this is how you could land Partnerships Manager
✨Tip Number 1
Network like a pro! Get out there and connect with folks in the industry, especially those at AWS, GCP, and Azure. Attend events, webinars, or even local meetups to make those valuable connections that could lead to your next big opportunity.
✨Tip Number 2
Show off your expertise! When you’re chatting with potential partners or during interviews, share your insights on building partner programs and co-sell motions. This will demonstrate your knowledge and passion for the role, making you stand out from the crowd.
✨Tip Number 3
Don’t just wait for opportunities to come to you—create them! Reach out to companies you admire, like Dash0, and express your interest in their mission. A proactive approach can often lead to unexpected job openings or collaborations.
✨Tip Number 4
Keep your finger on the pulse of the industry. Stay updated on trends in observability and cloud-native technologies. This knowledge will not only help you in conversations but also show potential employers that you’re genuinely invested in the field.
We think you need these skills to ace Partnerships Manager
Some tips for your application 🫡
Tailor Your Application:Make sure to customise your CV and cover letter for the Partnerships Manager role. Highlight your experience with hyperscaler marketplaces and partner program design, as this will show us you understand what we're looking for.
Showcase Your Achievements:Don’t just list your responsibilities; share specific achievements that demonstrate your impact in previous roles. We love seeing quantifiable results, especially when it comes to revenue generation and deal execution.
Be Authentic:Let your personality shine through in your application. We’re looking for someone who’s a builder and can thrive in ambiguity, so don’t be afraid to share your unique approach to problem-solving and strategy.
Apply Through Our Website:We encourage you to apply directly through our website. It’s the best way for us to receive your application and ensures you’re considered for the role. Plus, it shows us you’re genuinely interested in joining Dash0!
How to prepare for a job interview at Dash0
✨Know Your Hyperscalers
Make sure you’re well-versed in the specifics of AWS, GCP, and Azure. Understand their marketplace dynamics and how Dash0 can fit into those ecosystems. This knowledge will show your potential employer that you’re not just familiar with the platforms but also ready to leverage them for growth.
✨Showcase Your Builder Mindset
Prepare examples from your past experiences where you’ve built or scaled partnerships from scratch. Highlight your ability to create strategies and frameworks, as this role is all about designing new partner programs. Be ready to discuss how you approach ambiguity and turn it into actionable plans.
✨Demonstrate Commercial Acumen
Be prepared to discuss your understanding of deal economics and pipeline stages. Bring specific examples of how you’ve driven revenue through partnerships in previous roles. This will help illustrate your commercially relentless nature and your ability to think strategically about relationships.
✨Technical Fluency is Key
Brush up on technical concepts related to observability and cloud-native infrastructure. Be ready to explain how these concepts translate into commercial advantages. Showing that you can bridge the gap between technical details and business outcomes will set you apart in the interview.
