What’s the role?
The Pre-Sales Solutions Architect — Hyperscaler Technical Alliances is an individual contributor role on the Hyperscaler Tech Team. This role serves as the technical sales bridge between Dynatrace and one or more strategic hyperscaler partners (AWS, Microsoft Azure, and/or Google Cloud), driving joint solution strategy, integration advocacy, and cross-functional alignment across product, marketing, and field (sales) organizations.
Unlike a traditional field-facing Pre-Sales Solutions Engineer, this role does not participate in direct sales execution—there are no account pairings, prospect demos, or proof-of-concept engagements. Instead, the Cloud Solution Architect operates as a strategic liaison: identifying high-value joint use cases, developing reference architectures and technical narratives, influencing product roadmap priorities based on partner ecosystem trends, and enabling field teams to articulate the Dynatrace-plus-hyperscaler value proposition independently.
The ideal candidate combines deep technical expertise in cloud-native architectures and observability with the interpersonal, writing, and strategic thinking skills required to build and sustain productive relationships with hyperscaler partner engineering, product, and go-to-market teams.
Key Responsibilities
Hyperscaler Partner Technical Engagement
- Own and cultivate the day-to-day technical relationship with assigned hyperscaler partner engineering, solutions architecture, and product teams
Joint Solution Development and Technical Narrative
- Discover, define, and articulate joint solution narratives that connect Dynatrace capabilities to hyperscaler services—translating technical integrations into compelling use cases aligned to customer pain points and joint GTM priorities
Product Roadmap Influence and Integration Advocacy
- Serve as the primary conduit between hyperscaler partner ecosystem trends and Dynatrace product management, providing informed input on integration priorities, feature gaps, and emerging platform capabilities
Cross-Functional Enablement and GTM Support
- Enable internal field teams (Solutions Engineers, Account Executives, partner managers) to independently articulate the Dynatrace-plus-hyperscaler value proposition through training, documentation, and ongoing support
Thought Leadership and Community Presence
- Author or contribute to customer-facing and partner-facing publications including blog posts, solution guides, whitepapers, and conference presentations
What will help you succeed
Minimum Requirements:
- 8+ years of experience in solutions architecture, solutions engineering, technical alliance management, partner engineering, or a similar technical customer/partner-facing role
Preferred Requirements:
- Deep technical expertise in cloud-native architectures and hands-on experience with one or more major cloud platforms (AWS, Azure, GCP)
- Strong understanding of observability, APM, and modern operations practices (SRE, platform engineering, DevOps, CI/CD)
- Background in container orchestration technologies (Kubernetes, OpenShift) and infrastructure-as-code practices
- Excellent written and verbal communication skills with a demonstrated ability to convey complex technical concepts to both executive stakeholders and practitioner audiences
- Ability to think strategically about technology partnerships—connecting product capabilities, partner ecosystem dynamics, and market trends into coherent narratives and actionable plans
- Comfortable presenting to diverse audiences: partner engineering teams, internal executives, conference stages, and technical practitioners
- Self-directed with the ability to manage multiple concurrent initiatives across partners, internal teams, and timelines
- 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.
- The base salary range for this role is $140,000 - $180,000. 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.
All 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 [email protected]. 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.
