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Dash0 is building an OpenTelemetry-native observability platform designed to eliminate vendor lock-in and reduce operational toil. The company is backed by top-tier investors (Balderton Capital, Accel, Cherry Ventures) and is in rapid growth phase post-Series B.
This Partnerships Manager role is a strategic, building-focused position—not a relationship maintenance function. You will own two high-leverage channels for Dash0's next growth phase: hyperscaler marketplaces (AWS, GCP, Azure) and the cloud-native systems integrator (SI) and consultancy ecosystem.
Key Responsibilities:
- Own relationships with AWS, GCP, and Azure; drive Dash0 onto marketplace listings, activate co-sell motions, and convert Cloud Solution Architect relationships into repeatable qualified pipeline.
- Design and execute a partner program for cloud-native SIs and consultancies—define incentive structures and co-delivery models for firms that specify observability stacks for enterprise clients.
- Drive partner-sourced and partner-influenced revenue, measured by ARR contribution from net-new logos and accelerated deals.
- Feed partner and SI intelligence back into product, pricing, and positioning; proactively address competitive threats.
- Build and document relationships with hyperscaler solution architects in target geographies (US East Coast, UK/Netherlands/DACH) to generate qualified introductions.
You will work on live deals immediately while building the motion from near-scratch, combining strategy with hands-on execution.
Compensation & Benefits:
- Competitive salary with meaningful equity participation
- Flexible, remote-first environment with offices in New York, Amsterdam, and Munich
- €60/month phone & internet allowance
- Location-specific benefits
- Direct access to founders and leadership
Requirements:
- 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 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
- Track record of partner-sourced or partner-influenced revenue
- Builder mentality; energized by ambiguity and creating playbooks rather than following them
Nice to Have:
- Background in observability, APM, or DevSecOps
- Experience with OpenTelemetry or Prometheus ecosystems
- Existing CNCF community relationships
- International experience spanning US and Europe
