Identifies new growth opportunities with key distributors for areas of responsibility. Ensure that accounts are qualified, and meet with the organization's appetite, balanced with sound business opportunity.

Your role at DynatraceThe Vice President of Sales Development will lead our worldwide sales development efforts and drive sustained growth. In this role you will design and execute strategies to build a high-performing sales pipeline while working cross-functionally to enable scalable success. This includes overseeing a global team, ensuring alignment with the company’s goals, fostering a culture of collaboration, and driving results through exceptional leadership and strategic direction. Your ability to drive early-stage sales opportunities, mentor and inspire teams, innovate with technology and AI, and provide strategic direction will be instrumental in accelerating our business expansion. This role reports into the Chief Marketing Officer, and is a core partner within the Marketing team, who together, are focused on building customer success with Dynatrace. Key ResponsibilitiesStrategic Leadership: - Develop and implement a comprehensive inbound and outbound sales development strategy to generate pipeline that converts to bookings to meet enterprise growth objectives. - Collaborate with Sales, Marketing, and Operations teams to align demand-generation initiatives with revenue goals. - Bring a data-driven approach to forecasting, tracking, and optimizing lead conversion and pipeline performance. Team Leadership & Talent Development: - Recruit, mentor, and lead a diverse team of sales development professionals, building a culture that promotes teamwork, excellence, and growth. - Establish and manage to clear goals, KPIs, and development plans for individual and team success. - Promote ongoing training and development to ensure best practices, understanding of products and customer value, and continuous improvement. Pipeline Generation & Management: - Ensure effective lead qualification processes to deliver high-value opportunities to the sales team. - Drive innovative approaches to prospecting and lead discovery, leveraging technology, analytics, and market trends. - Work closely with marketing to refine messaging, target audiences, and campaign strategies. Cross-functional Collaboration: - Serve as a strategic partner across departments to optimize customer insights, refine value propositions, and enhance buyer journeys. - Provide insights to senior leadership on market trends, competition, and areas for improvement. - Align with sales enablement resources to empower the team in achieving sustainable success. Operational Excellence: - Oversee the implementation and use of tools, systems, and analytics to optimize team workflows and reporting. - Monitor and report on metrics related to performance, lead conversion, and pipeline contribution, proactively identifying areas for improvement. Candidates are required to work hybrid out of our Boston, MA office (3-4 days per week). What will help you succeed - Demonstrated experience with sales development teams. - Proven track record of SDR enablement, including building and mentoring early-career teams. - Experience with Salesforce.com, LinkedIn Navigator, and other prospecting tools, as well as enabling AI capabilities to enrich SDR capabilities. - Exceptional analytical skills, with proficiency in utilizing data to drive outcomes. - Proven partnership with Sales and understanding of sales operations and processes. - Proven record of consistently performing above quota in a sales environment - Understanding of the observability market to be able to jump right in. - Leads by example, creating a sense of energy, ownership, and personal commitment to the work. - Experience working with large, global enterprise customers. - Exhibits drive and excitement for growing the business, and builds a high-performing, motivated team. - Drive accountability and foster transparency in all aspects of the sales development process. - Experience working in a SaaS or technology company is strongly preferred. 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. - The Dynatrace platform uses cutting-edge technologies, including our own Davis hypermodal AI, to help our customers modernize and automate cloud operations, deliver software faster and more securely, and enable flawless digital experiences. - Over 50% of the Fortune 100 companies are current customers of Dynatrace. Compensation and Rewards - The base salary range for this role is $215,000 - $275,000 with possibility of a higher salary in line with qualifications and experience. - When determining your salary, we consider your experience, skills, education, and work location. - Our total compensation package includes unlimited personal time off, an employee stock purchase plan, and a reward system. - We also offer medical/dental benefits, and a company matching 401(k) plan for retirement. Equal Employment OpportunityAll your information will be kept confidential according to EEO guidelines. We offer competitive compensation, company-sponsored premium benefits, medical, dental, vacation/holidays, company matching 401(k) Plan, etc. Dynatrace is an Equal Opportunity/Affirmative Action employer. All qualified applicants will receive consideration for employment without regard to race, sex, color, gender identity, religion, national origin, ancestry, citizenship, physical abilities, age, sexual orientation, creed, disability status, veteran status, pregnancy, genetic status, or any other characteristic protected by law. If your disability makes it difficult for you to use this site, please contact careers@dynatrace.com. Dynatrace participates in E-Verify, participant information in English and Spanish. Right to work information in English and Spanish. EEO is the Law. To be considered for this position, please upload your resume/CV.

At Qualtrics, we create software the world’s best brands use to deliver exceptional frontline experiences, build high-performing teams, and design products people love. But we are more than a platform—we are the creators and stewards of the Experience Management category, serving over 18K clients globally. Building a category takes grit, determination, and a disdain for convention—but most of all, it requires close-knit, high-functioning teams with an unwavering dedication to serving our customers. When you join one of our teams, you’ll be part of an agile group that’s empowered to set aggressive goals and move fast to achieve them. Strategic risks are encouraged, and complex problems are solved together by passing the mic and iterating until the best solution comes to light. You won’t have to look to find growth opportunities—ready or not, they’ll find you. From retail to government to healthcare, we’re on a mission to bring humanity, connection, and empathy back to business. Join over 5,000 people globally who think that’s work worth doing. Enterprise Sales Manager (Goods & Services)Why We Have This RoleOur Enterprise Account Executive team is a group of highly driven individuals dedicated to closing experience gaps. Our SaaS platform is used to help some of the largest organizations in the world drive action with pre-built experience management (XM) programs and projects that anyone can use. How You’ll Find Success - Takes initiative - Understands the expected outcome, gets the context, and then works entrepreneurially to get it done. - Highly communicative and influences effectively, creating trust at the team level. - Strong track record of exceeding quota. - Ability to acquire new clients - Develop strong client relationships to retain and grow partnership - Strong negotiating skills - Ability to sell a complex platform: Qualtrics Experience Management platform to large, strategic accounts How You’ll Grow - Structured promotion process - Career Action Planning with Manager - Qmobility Things You’ll Do - Lead a team of 6-8 Goods & Services Enterprise Account Executives. - Coaching direct reports in sales strategy, pipeline management, opportunity management, and career planning/development. - Recruit, retain, and nurture your team of experienced sales professionals with high potential and strong performance history. - Provide skill training and mentoring on complex sales motions, including collaboration with legal, product presentations, juggling multiple relationships with internal teams, and quarterly sales forecasting. - Interface and develop professional relationships with existing clients and prospects throughout at all levels of an organization. - Display a systemic approach to handling meaningful contract negotiations/deals with multiple reps at a time. - Develop and maintain in-depth knowledge of Qualtrics' solution offerings. - Maintain a real-time understanding of the competitive landscape to assist in building win-based proposals and pricing. - Serve as an executive sponsor during enterprise-level deals. - Maintain a real-time understanding of the competitive landscape to assist in determining win-based proposals and pricing. - Develop and maintain positive relationships with other functional areas internally at Qualtrics, e.g., Professional Services, Implementation, Subject Matter Experts, etc, to ensure a collaborative approach to secure large enterprise engagements What We’re Looking For In You - A validated winner that has led teams to breakthrough results - Experience over-exceeding quarterly team quotas through metric-based skill development and - Experience working on complex contract negotiations - At least 2 years managing an enterprise-level sales team - At least 6-8 years of individual enterprise-level sales experience - Experience using MEDDIC sales processes - Experience using Salesforce.com and measuring system compliance - Ability to travel up to 50% - A bachelor’s degree or higher is required What You Should Know About This TeamOur Enterprise Sales team has grown to respond to strong client demand for the Qualtrics Insight Platform and we have a need for an exceptional leader with a track record of attracting, developing, and motivating an elite team of enterprise SaaS sales professionals. Our team is a group of highly driven individuals who are intelligent, organized, and dedicated. We work together to accomplish and surpass quarterly and annual objectives. We are a goal-oriented team that works hard and enjoys the incredible trajectory that Qualtrics provides. Our overarching objective is to drive company revenue growth through client success. Our Team’s Favorite Perks and Benefits - Salary + Uncapped Commissions and Accelerators - 100% Performance based promotions -- not politics or tenure - Quarterly team activities, winter and summer parties, and lots of Qualtrics swag - We offer private health insurance, an annual experience bonus, a wellness stipend to allow you to focus on yourself each quarter, and much more - The annual Qualtrics Experience Bonus can be used for an experience of your choosing. Some team members have chosen to use the bonus for vacations, concert or event tickets, or home improvement projects. Qualtrics is an equal opportunity employer, meaning that all qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, status as a protected veteran, or any other protected characteristic. Applicants in the United States of America have rights under Federal Employment Laws: Family & Medical Leave Act, Equal Opportunity Employment, Employee Polygraph Protection Act Qualtrics is committed to the inclusion of all qualified individuals. As part of this commitment, Qualtrics will ensure that persons with disabilities are provided with reasonable accommodations. If reasonable accommodation is needed to participate in the job application or interview process, to perform essential job functions, and/or to receive other benefits and privileges of employment, please let your Qualtrics contact/recruiter know. Not finding a role that’s the right fit for now? Qualtrics Insiders is the one-stop shop for all things Qualtrics Life. Sign up for exclusive access to content created with you in mind and get the scoop on what we have going on at Qualtrics - upcoming events, behind the behind the scenes stories from the team, interview tips, hot jobs, and more. No spam - we promise! You'll hear from us two times a month max with fresh, totally tailored info - so be sure to stay connected as you explore your best role and company fit. For full-time positions, this pay range is for base per year; however, base pay offered within this range may vary depending on location, job-related knowledge, education, skills, and experience. A sign-on bonus and restricted stock units may be included in an employment offer. Full-time employees are eligible for medical, dental, vision, life and disability, 401(k) with match, paid time off, a wellness reimbursement, mental health benefits, and an experience bonus. For a detailed look at our benefits, visit Qualtrics US Benefits. Remote Base Annual Pay Transparency Range $180,000—$200,000 USD

Uniphore is one of the largest B2B AI-native companies—decades-proven, built-for-scale and designed for the enterprise. The company drives business outcomes, across multiple industry verticals, and enables the largest global deployments. Uniphore infuses AI into every part of the enterprise that impacts the customer. We deliver the only multimodal architecture centered on customers that combines Generative AI, Knowledge AI, Emotion AI, workflow automation and a co-pilot to guide you. We understand better than anyone how to capture voice, video and text and how to analyze all types of data. As AI becomes more powerful, every part of the enterprise that impacts the customer will be disrupted. We believe the future will run on the connective tissue between people, machines and data: all in the service of creating the most human processes and experiences for customers and employees. Job Description: About UsUniphore is an AI-native enterprise company driving transformation at global scale. We partner with leading enterprises and service providers to deliver intelligent, data-driven solutions that reshape how work gets done. With a growing ecosystem of GSIs (Global System Integrators) and BPO (Business Process Outsourcing) providers, we accelerate adoption of our platform while enabling customers to achieve measurable business outcomes. We are seeking VP, GSI Partnerships to build and scale our strategic relationships with Global System Integrators (GSIs) and top-tier consulting enterprises. This is a hands-on revenue role for a seasoned enterprise alliance leader who has sold AI and data platforms into — and alongside — GSIs, not just services through them. You will own the GSI partnership strategy end-to-end across sell-to, sell-through, and sell-with motions, personally activating and closing joint opportunities while leading a small, high-performing team. This role reports to our SVP Global Partnership Program. Locations: Palo Alto, New York City or Dallas. What You'll Do - Define and execute Uniphore's global GSI partnership strategy, building the playbook, operating rhythm, and engagement model from the ground up - Own sell-to, sell-through, and sell-with motions with top-tier GSIs (e.g., Accenture, Deloitte, Infosys, TCS, Wipro, Capgemini, EY, KPMG, Cognizant) personally driving deals while enabling your team to scale alongside you - Build and maintain CXO-level relationships within GSI organizations, securing executive sponsorship, joint investments, and long-term strategic commitments - Develop joint go-to-market plans and joint business plans with each strategic GSI, including co-sell targets, pipeline goals, and field activation strategies - Drive the creation of joint IP, vertical solution accelerators, that embed Uniphore's AI platform into GSI service offerings and practices - Align GSI partner activities tightly with Uniphore's regional field sales organization to maximize sourced and influenced pipeline - Lead and mentor a team of 2+ partnership professionals, carrying a team quota exceeding $5M, while remaining deeply hands-on in partner execution - Establish QBRs, pipeline reviews, and partner scorecards, own accurate forecasting against revenue targets - Collaborate cross-functionally with Sales, Product, Marketing, and Customer Success to ensure seamless GSI integration into Uniphore's growth engine What We're Looking ForRequired Experience - 10+ years in strategic alliance management, partner sales, or GSI relationship management within enterprise software, SaaS, or AI/data platforms - Proven background selling AI and/or data products/platforms - At least 5 years of direct experience selling to or through GSIs or top-tier consulting enterprises (e.g., Accenture, Deloitte, McKinsey, TCS, Infosys, Capgemini) Skills & Competencies - Deep understanding of GSI business models and how to build sell-to, sell-through, and sell-with motions that drive mutual revenue - Proven ability to create and execute joint business plans, joint IP frameworks, and solution accelerators with GSI partners - Experience building and enabling GSI practice areas - Builder mentality: ability to create programs, frameworks, and partnerships from scratch rather than inheriting a mature function - Excellent forecasting discipline and experience managing partner pipeline in a CRM - Strong commercial and financial acumen — able to structure joint business models, co-investment frameworks, and revenue-sharing agreements - Bachelor's degree required; MBA or advanced degree preferred Hiring Range: $227,200 - $312,400 - for Primary Location of USA - CA - Palo AltoThe specific rate will depend on the successful candidate's qualifications and prior experience. In addition to competitive base pay, this position also includes an annual incentive opportunity based on target achievement, pre-IPO stock options, benefits including medical, dental, vision, 401(k) with a match, and more, plus generous paid time off, paid holidays, paid day off for your birthday and other paid leave policies to support employees through all phases of life. Location preference: USA - CA - Palo Alto, USA - TX - RemoteUniphore is an equal opportunity employer committed to diversity in the workplace. We evaluate qualified applicants without regard to race, color, religion, sex, sexual orientation, disability, veteran status, and other protected characteristics. For more information on how Uniphore uses AI to unify—and humanize—every enterprise experience, please visit www.uniphore.com.