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Your role at Dynatrace
We're looking to fill a newly created position as an Enterprise and Service Provider Acquisition Account Executive. In this role, you will focus on new revenue sales across a dedicated named account list of enterprise and service provider customers. It's all about a "land and expand" approach amongst enterprise-grade organizations. As part of your responsibilities, you'll oversee 3 to 5 existing customer accounts. Your focus will be on nurturing these relationships and expanding partnerships. Additionally, you'll engage with 5 to 8 potential customers, introducing them to our offerings. After successfully converting prospects, you'll have the chance to maintain those accounts and explore opportunities for upselling and cross selling our solutions. Additionally, you'll benefit from mentorship provided by our award-winning leadership team. Collaborating closely with our high-performing sales professionals, SDRs, and partners, you'll be on the path toward achieving ultimate success.
What you will be focusing on:-
- Execute on territory plans to deliver maximum revenue potential within a pool of broad, regionally focused accounts.
- Collaborative pre-defined SE support based on region.
- 3-5 customers, 5-8 prospects, with 15 total accounts.
- Drive new logo customers, focusing on landing and expanding Dynatrace usage.
- Consult with Vice President and C-level executives to develop and implement an effective enterprise-wide strategy that maximizes the value delivered by Dynatrace; position Dynatrace relative to the competition.
- Generate velocity by establishing Dynatrace in new markets through product demonstrations, in-market events and account specific initiatives.
- Develop a contact network within named accounts and channel partners to ensure Dynatrace can be sold broadly and effectively.
- Work closely with Dynatrace functional areas such as sales engineering, marketing, legal, finance and other lines of business to develop and execute a solution strategy to meet customer business needs.
- Ensure your customers' implementations are wildly successful.
What will help you succeed
- You show a successful track record in Enterprise software sales.
- You thrive in high velocity situations and can think/act with a sense of urgency.
- Your organizational, communication, negotiation and presentation skills are top-notch.
- You have experience with account mapping and planning.
- You are a motivated and tenacious self-starter who consistently delivers high performance against quota driven by Vice President and C-level relationships.
- You can manage sales cycles within complex organizations, while compressing decision cycles.
- You have outstanding communication (written and oral), negotiation and presentations skills.
- You know how to collaborate internally across all supporting resources within sales to maximize your effectiveness and advance the sales process
- You possess MEDDIC framework experience.
- You possess APM experience (just a plus -- not necessary)
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.
