Partnerships Manager

The Opportunity

This is not a relationship maintenance role - it's a strategy and building role. You'll own the two channels providing the most leverage for Dash0's 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'll simultaneously work live deals through hyperscaler channels where the opportunity is immediate. Based in Amsterdam or London (remote).

What You'll Do

• 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.
• 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.
• Drive revenue through partners - you'll be measured by ARR contribution: net-new logos sourced through partners and accelerated deals via SI influence.
• Feed partner and SI intelligence back into product, pricing, and positioning. Proactively address competitive movements.
• Build and document relationships with hyperscaler solution architects in target geographies (US East Coast, UK/Netherlands/DACH) to generate qualified introductions.

What You Bring

• 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.
• A builder mentality - you're energized by the ambiguity of standing up something new and prefer creating the playbook to following one.

Nice to Have

• Background in observability, APM, or DevSecOps.
• Experience with the OpenTelemetry or Prometheus ecosystems.
• Existing CNCF community relationships.
• International experience spanning US and Europe.

What we offer

• Competitive salary & meaningful equity participation - you'll own part of what you're building
• Flexible, remote-first work environment with offices in New York, Amsterdam, and Munich
• €60/month phone & internet allowance
• Location-specific benefits
• Collaborative, fast-moving team culture with a builder mindset
• Clear path for career growth and development
• Direct access to founders and leadership