SDR Manager Japan

4週間前

Tokyo Dynatrace Full time

Job Description

Dynatrace delivers software intelligence to simplify enterprise cloud complexity and accelerate digital transformation. With artificial intelligence and complete automation, our all-in-one platform offers insights, not just data, about application performance, infrastructure, and user experience. This is why many of the world's major enterprises, including 72 of the Fortune 100, rely on Dynatrace to modernize and automate cloud operations, release better software more rapidly, and provide unparalleled digital experiences.

As a leading company, Dynatrace is going through remarkable growth - this is a fantastic moment to become part of our rapidly expanding global team.

The Japan Sales Development Manager plays a vital role in our regional Go-To-Market team. They will oversee, lead, and expand the Sales Development Representative (SDR) team whose objective is to generate revenue by identifying opportunities in target accounts and creating a pipeline for Dynatrace APAC to drive our growth forward. This position is located in Tokyo and involves managing SDRs based in Japan offices.

  • Recruit, Hire, Grow, and Retain high-energy, results-driven outbound Sales Development Representatives who can advocate for a revolutionary software platform in a sizable underserved market in Asia
  • Take charge of all growth strategies for the SDR segment
  • Enhance our customer value messaging and processes to surpass Qualified Sales Opportunity (QSO) targets & conversion expectations
  • You possess both strategic and tactical skills. You can develop and implement a plan. You have a long-term vision for generating a predictable pipeline.
  • Cultivate a performance-oriented culture where each SDR aspires to be the top performer among their peers daily
  • Create a targeted prospecting plan focusing on key personas and vertical targets, incorporating messaging, content, campaigns, and building awareness
  • Concentrate on SDR weekly productivity, day-to-day operations, and monitor and track SDR activities (outreach, opportunity creation, progression, etc)
  • Train SDRs on questioning techniques, objection handling strategies, storytelling, and delivering unique messaging to consistently explore and address the challenges of our prospects aligning with our solution.
  • Conduct weekly 1:1s with SDRs to expedite onboarding (for new hires) and accelerate SDR development. Every SDR should receive a minimum of 1 hour per week for personalized coaching.
  • Develop & oversee new reports and dashboards in Salesforce and Tableau to monitor team performance and utilize them in regular coaching sessions and executive briefings
  • Collaborate with the regional marketing team to execute effective campaigns with clear success metrics
  • Manage the inbound lead flow and evaluate the effectiveness of sales and quarterly marketing initiatives
  • Lead an energetic and record-breaking team & environment where team members enjoy working, collaborate, and have an enjoyable experience
  • Support utilization, training, and processes for SDR enabling technologies and resources including Salesforce, Call tracker, LinkedIn Sales Navigator, Outreach etc
  • Present measurable individual and team achievements and metrics to the Sales Leadership team every week – including weekly personal meetings with the Regional Sales Director
  • Always offer a fresh perspective, acknowledge your contribution, and voice your opinions when you identify opportunities for improvement

    • Qualifications

    • 2+ years of successful management of an SDR team or equivalent experience
    • 5+ years of experience in a solution-selling environment
    • Bachelor's degree is a prerequisite
    • Prior experience with Salesforce is necessary
    • Proficiency in developing highly effective and efficient prospecting campaigns
    • Experience in selling enterprise cloud applications
    • Entrepreneurial, disciplined leader who brings out the best in their team and can effectively communicate with Sales Leaders
    • Thorough understanding of the Asia Cloud and Technology marketplace
    • Experience with outbound prospecting strategies (Call, Social, Mail) aimed at technology leaders
    • Technically proficient, with a data-centric and analytical mindset
    • Inquisitive and passionate about people and fostering team culture
    • Strong problem-solving, organizational, and interpersonal skills

      • Additional Information

      • Dynatrace is a pioneer in unified observability and security.
      • We offer a culture of excellence with competitive compensation packages designed to acknowledge and reward outstanding performance.
      • Our employees collaborate with major cloud providers, such as AWS, Microsoft, and Google Cloud, as well as other top partners worldwide to establish strategic alliances.
      • The Dynatrace platform leverages cutting-edge technologies, including our own Davis hypermodal AI, to assist our clients in modernizing and automating cloud operations, accelerating software delivery, enhancing security, and enabling flawless digital interactions.
      • More than half of the Fortune 100 companies currently utilize Dynatrace's services.

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