Strategic Enterprise Account Executive

2 weeks ago

Hoboken, New Jersey, United States Dynatrace Full time
Job Title: Strategic Enterprise Account Executive

At Dynatrace, we're seeking a highly skilled and experienced Strategic Enterprise Account Executive to join our team. As a key member of our sales organization, you will be responsible for generating velocity and driving enterprise sales across multiple segments in various industries.

This is an exceptional opportunity to leverage your expertise in selling at the executive level, with a focus on APM-centric approaches. You will work closely with our largest customers to shape and lead Dynatrace's Go To Market strategy in the Fortune 100. Your primary goal will be to manage a portfolio of assigned Strategic Enterprise level clients, proactively growing their business and delivering maximum revenue potential.

Key Responsibilities:
  • Execute on account plans to deliver maximum revenue potential within a pool of 2-3 Enterprise named accounts, with 2-3 prospects.
  • Proactively manage and grow a portfolio of assigned Strategic Enterprise level clients.
  • Designated SE support at a 1:1.5 ratio within region.
  • 2-3 customers, 2-3 prospects, with 5 total accounts.
  • Understand how our solutions address executive level challenges.
  • 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.
  • Ensure your customers' implementations are wildly successful.
Requirements:
  • HS diploma or GED AND a minimum of 3+ years of experience in closing enterprise software sales.
Preferred Requirements:
  • 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.
  • Experience selling across the c-suite, cultivating executive relationships and closing six-figure deals.
  • 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.

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