• Partner with Sales teams to support customer contracting from pre-deal structuring through execution • Act as the primary cross-functional coordinator between Sales and internal stakeholders during commercial negotiations • Drive alignment among Legal, Finance, Project Delivery, Product, and Executive teams on deal terms • Translate commercial objectives into actionable internal requirements and approvals • Facilitate internal review and approval workflows for customer agreements • Maintain visibility into active deal pipelines and proactively remove blockers to contract execution • Track contract status, approvals, open issues, and execution timelines across multiple concurrent deals • Partner with Legal to standardize templates, fallback positions, and negotiation guidance

• Approach, recruit, and maintain relationships with surgeon customers in the Extremities surgical specialty • Identify, recruit, and enable independent sales agents within the assigned territory • Develop and maintain expertise in extremities surgery, osteobiologics, Kuros products, and supporting scientific data • Work within a defined geographic territory and beyond when necessary • Utilize tools and initiative to identify and win appropriate target customers • Represent Kuros at conventions and industry events as directed • Maintain high organizational standards and operational excellence in delivering Kuros products and services • Ensure compliance with procedures to support a flawless supply chain and on-time product delivery • Assist in contracting facility customers, sales agents, and distributors • Maintain accurate records in the CRM system • Provide sales forecasts, tactical plans, and performance updates • Support commercial and marketing initiatives • Stay informed of industry trends and competitive dynamics • Contribute positively as a collaborative member of the U.S. Commercial Team

Your role at DynatraceAs Director of Partner Sales, you will lead a team of Partner Managers to grow business with high‑priority partners and build a strong, enabled ecosystem that drives software license and service‑related revenue. You’ll mentor your team, strengthen relationships with key partner stakeholders, and coordinate with partners, sales teams, field reps, and executives to drive interest in Dynatrace solutions. You will also oversee regional strategy to meet growth and revenue targets. Your goal is to develop strategic partner relationships and co‑sell initiatives, working closely with Partner Managers and Dynatrace sales teams to embed Dynatrace solutions in joint business plans. Selective travel will be required. In this role you will: - Lead as a Subject Matter Expert: Guide your team’s understanding of partner business models and align Dynatrace solutions to create effective go‑to‑market propositions. - Develop and Manage Partnerships: Strengthen regional partner relationships and enable your team to build independent, collaborative partnerships for jointly developed solutions. - Scale Relationships: Support your team in expanding partner engagement and work with Dynatrace sales teams to ensure smooth execution. - Communicate Best Practices: Share regional activities and best practices with Partner Managers and help your team apply them in their markets. - Achieve Business Metrics: Ensure your team meets bookings goals and track key metrics aligned with company targets. - Manage Priorities and Reporting: Oversee tracking and reporting of priority actions, support business plan development, and maintain accurate forecasts. - Lead Marketing Initiatives: Support partner marketing efforts and highlight key wins within the team and across Dynatrace. What will help you succeed - Skills & Experience: You will have experience as a Director, Partner Sales, coming from a SaaS background and with experience of managing teams directly. - Leadership & Team Management: You will demonstrate strong leadership, guiding and inspiring Partner Managers whilst coaching and developing talent. - Strategic Vision & Planning: You will create and execute regional strategies aligned with business objectives, setting clear, measurable goals with a focus on long‑term alignment. - Communication & Coordination: You will communicate clearly and translate goals effectively across teams, and will ensure smooth coordination between partners, sales, marketing, and supporting functions. - Relationship Building: You will build strong internal and external relationships that foster trust and collaboration. You will support Partner Managers in developing high‑value, strategic partnerships. - Sales Acumen & Business Development: You will understand partner business models and revenue drivers, and will guide business planning, pipeline development, and new partnership opportunities. - Performance & Results Management: You will manage KPIs, drive accountability, and monitor performance, and provide feedback, recognise achievements, and support continuous improvement. Why you will love being a Dynatracer

• Responsible for sales of GE Vernova Grid Software solutions to power utilities in Japan and South Korea • Develop specialized knowledge of latest commercial developments in own area and communication skills to influence others • Align the sales growth strategies with the broader APAC sales strategy in accordance with the directions set by the APAC Grid Automation & Software leadership • Establish, cultivate and maintain customer relations at appropriate decision-maker levels • Ability to develop and execute on growth and account plans while meeting short term business objectives • Responsible for earning customer trust through solid execution