SALES AND BUSINESS DEVELOPMENT Regional Partner Business Leader - Central East Asia Hong Kong, Hong Kong See more
Dynatrace
Your role at Dynatrace
As the Central East Asia Partner Business Leader, you will be responsible for defining and executing Dynatrace's partner growth strategy across Hong Kong, Taiwan, Mainland and Greater China, Macau region. This is a strategic partner leadership role focused on driving partner-sourced and partner-influenced revenue through a high-performing ecosystem of Global Systems Integrators (GSIs), Regional Systems Integrators (RSIs), Cloud Service Providers (CSPs), Managed Service Providers (MSPs), ISVs, AI/Data partners, and strategic technology alliances.
Success in this role requires a deep understanding of the regional partner landscape, emerging AI and cloud market opportunities, and the ability to build scalable partner-led go-to-market motions that accelerate customer adoption and revenue growth. The role will work closely with sales, marketing, technical, and executive leadership teams to develop and execute business plans that deliver measurable business outcomes through partners.
Working through partners is a critical success factor for this role, and Dynatrace’s sales leaders will be key stake holders for success involved in planning, strategy and execution phases.. This role requires the ability to influence, drive, enable, and scale market impact through indirect routes to market rather than direct engagement alone and reports to RVP of Partner Ecosystem for APJ.
Key Responsibilities
- - Develop and execute the partner ecosystem strategy aligned to Dynatrace's regional growth objectives in Central East Asia.
- - Drive partner-sourced, partner-influenced, and co-sell revenue through strategic business planning and disciplined execution.
- - Build, recruit, and develop high-value partnerships across CSPs, GSIs, RSIs, MSPs, AI/Data platform providers, ISVs, and emerging technology ecosystem partners.
- - Create and execute joint business plans with key partners that include executive alignment, pipeline development, solution offerings, enablement, and measurable growth objectives including hosting QBR’s and reviews to drive accountability.
- - Identify market opportunities and growth segments, leveraging deep knowledge of local industry dynamics, cloud adoption trends, AI initiatives, and digital transformation investments.
- - Establish Dynatrace as a strategic component of partner-led customer solutions, particularly within cloud modernization, observability, AIOps, security, and AI-driven transformation programs.
- - Collaborate with regional sales leadership to develop and execute territory and account strategies where partners play a central role in customer acquisition and expansion.
- - Build scalable partner motions that can be replicated across countries, industries, and customer segments to accelerate growth.
- - Engage with senior partner executives to define strategic initiatives, investment priorities, and multi-year growth plans.
- - Drive accountability through regular business reviews, performance metrics, pipeline inspection, and executive governance.
- - Serve as a thought leader and evangelist for Dynatrace's platform, AI innovation, and ecosystem strategy within the regional partner community.
- - Maintain a strong understanding of competitive trends, marketplace evolution, cloud ecosystems, and emerging AI opportunities that can unlock new routes to market.
What will help you succeed
- - 12-15+ years of experience in enterprise software sales, business development, partner ecosystem leadership, or alliance management.
- - Proven success building and scaling partner-led revenue across complex enterprise markets.
- - Deep understanding of the Central East Asia partner ecosystem, including GSIs, local SIs, CSPs, distributors, managed service providers, and technology alliances.
- - Strong knowledge of cloud marketplace economics and hyper scaler ecosystems, including AWS, Microsoft Azure, Google Cloud, and regional cloud providers.
- - Experience developing and executing partner strategies involving AI, data, cloud modernization, cybersecurity, or digital transformation solutions.
- - Demonstrated ability to create and execute strategic business plans that generate measurable pipeline, revenue growth, and market expansion.
- - Strong executive presence with the ability to influence and engage C-level stakeholders both internally and externally.
- - Proven track record of identifying new growth segments, recruiting strategic partners, and scaling successful go-to-market motions.
- - Experience leading cross-functional collaboration across sales, marketing, technical, customer success, and partner organizations.
- - Ability to balance strategic thinking with operational execution and partner performance management.
- - Strong understanding of observability, cloud operations, platform engineering, security, and AI-driven enterprise transformation trends.
- - Consistent record of overachievement against revenue, pipeline, and ecosystem growth objectives.
- - Willingness to travel as needed throughout the region to support partner and customer engagement.
Why you will love being a Dynatracer
- - Dynatrace is a leader in unified observability and security.
- - We provide a culture of excellence with competitive compensation packages designed to recognize and reward performance.
- - Our employees work with the largest cloud providers, including AWS, Microsoft, and Google Cloud, and other leading partners worldwide to create strategic alliances.
- - You'll get to work at the forefront of innovation with Dynatrace Intelligence—the industry's first agentic operations system. Bringing together deterministic and agentic AI, it helps teams understand what's happening, why it matters, and what to do next— automatically.
- - Over 50% of the Fortune 100 companies are current customers of Dynatrace.