Job Description
We are seeking a Strategic Enterprise Account Executive to drive sales velocity and focus on enterprise sales across multiple segments in various industries.
This role will involve working with large companies worldwide to shape and lead Dynatrace's Go To Market strategy for Fortune 100 clients. You will manage 2-3 named accounts of existing customers, along with 2-3 prospective accounts, to identify entry points for introducing Dynatrace. We require you to bring knowledge and proven success operating in the technology space with an APM-centric approach. This is an opportunity to leverage hyperscalers in a platform sale within the end-to-end observability and security space.
Key Responsibilities:
- Proactively manage and grow a portfolio of assigned Strategic Enterprise level clients.
- Designated SE support at a 1:1.5 ratio within region.
- Maintain accurate forecasts and report to the sales leader on the status of new and expansion opportunities, leveraging the MEDDPIC framework.
- 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.
Qualifications:
- A successful track record in Enterprise software sales across many business functions within the executive level of a customer.
- Ability to manage sales cycles within complex organizations, while compressing decision cycles.
- Outstanding organizational and communication skills (written and oral, negotiation and presentations skills).
- Confidence in building a diverse territory plan and have familiarity in leveraging a sales ecosystem.
- Proven experience in acquiring new business.
- Thrive in high-velocity situations and can think/act with a sense of urgency.
- Motivated and tenacious self-starter who consistently delivers high performance against quota, driven by VP- and C-level relationships.
- Know how to build and execute business plans and sales plays.
- Know how to collaborate and co-sell internally across all supporting resources to maximize your effectiveness and advance the sales process (MEDDPIC).
- Familiar with the observability and modern application market.
Additional Information:
- Dynatrace is a market share leader & a 14 x magic quadrant leader.
- We invest more in R&D than some of our competitors' total revenue, assuring market-leading customer value and quick adoption.
- Enjoy our culture of excellence with competitive compensation packages that recognize and reward greatness.
- Working with the largest of the Cloud players like AWS, Azure, Pivotal and Google Cloud allows our customers to have the best of 3rd Generation Monitoring in the world. Not to mention we're fully automated from the start, providing the most advanced solution leveraging our AI machine learning technology.
- We offer a competitive compensation package, benefits, company pension scheme and holidays.
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