Enterprise Growth Account Executive

2 weeks ago

Austin, Texas, United States Dynatrace Full time
Job Overview

Company Overview:

Dynatrace is dedicated to ensuring optimal performance in the world of software. Our comprehensive software intelligence platform integrates extensive observability and continuous application security with cutting-edge AIOps, delivering insights and intelligent automation from vast data sets. This empowers innovators to modernize and automate cloud operations, accelerate software delivery, and guarantee exceptional digital experiences. This is why leading organizations rely on Dynatrace to drive their digital transformation initiatives.

As an equal opportunity employer, we celebrate diversity and welcome applicants from all backgrounds. At Dynatrace, we value your unique experiences, skills, and perspectives, which contribute to the strength and success of our global team.

Position Summary:

We are seeking a candidate based in Austin, TX, who will operate remotely from their home office in Austin, TX. In the role of Enterprise Growth Account Executive, you will spearhead sales expansion through both growth and targeted acquisition strategies across diverse industry sectors.

Your approach will focus on a "land and expand" strategy within enterprise-level organizations. You will manage 7 to 10 existing client accounts, concentrating on nurturing these relationships and enhancing partnerships. Additionally, you will engage with 5 to 8 prospective clients, showcasing our solutions. Once prospects are successfully converted, you will have the opportunity to maintain these accounts and explore avenues for upselling and cross-selling our offerings. You will also benefit from mentorship from our award-winning leadership team and collaborate closely with our high-performing sales professionals, SDRs, and partners to achieve success.

Key Responsibilities:
  • Implement territory strategies to maximize revenue potential within a select group of Enterprise accounts.
  • Collaborate with pre-defined SE support tailored to your region.
  • Manage a portfolio of 18 accounts, including 7-10 customers and 5-8 prospects.
  • Attract new logo customers while focusing on expanding Dynatrace usage within current accounts.
  • Consult with Vice Presidents and C-level executives to create and execute an effective enterprise-wide strategy that maximizes the value provided by Dynatrace and positions us favorably against competitors.
  • Generate momentum by establishing Dynatrace in new markets through product demonstrations, in-market events, and account-specific initiatives.
  • Build a robust contact network within designated accounts and channel partners to ensure effective and broad sales of Dynatrace solutions.
  • Collaborate with various Dynatrace departments, including sales engineering, marketing, legal, and finance, to develop and implement a solution strategy that meets customer needs.
  • Ensure the successful implementation of customer solutions.
Qualifications:

Minimum Requirements:

  • High school diploma or GED with at least one year of experience in closing enterprise software sales.
  • Must reside in Austin, TX, and work remotely from home office in Austin, TX.

Preferred Qualifications:

  • Proven track record in enterprise software sales across various business functions at the executive level.
  • Ability to manage sales cycles within complex organizations while streamlining decision-making processes.
  • Exceptional organizational and communication skills, including written, oral, negotiation, and presentation abilities.
  • Experience in developing a diverse territory plan and leveraging a sales ecosystem.
  • Demonstrated success in acquiring new business while nurturing existing relationships to increase spending.
  • Ability to thrive in high-velocity environments and act with urgency.
  • Self-motivated and tenacious, consistently achieving high performance against quotas, driven by relationships with VP and C-level executives.
  • Experience in building and executing business plans and sales strategies.
  • Familiarity with collaborating and co-selling across all supporting resources to enhance effectiveness and advance the sales process (knowledge of MEDDPIC is a plus).
  • Understanding of the observability and modern application market.
Why Join Dynatrace?
  • Dynatrace is a leader in market share and has been recognized as a 13-time Magic Quadrant leader.
  • We invest significantly in product development, ensuring robust global R&D initiatives.
  • Trusted by over half of Fortune's Top 10 companies.
  • Opportunity to work with major cloud providers like AWS, Azure, VMware, and Google Cloud, offering the best in third-generation monitoring solutions.
  • Competitive compensation package, comprehensive benefits, pension scheme, and generous holiday policy.
  • Our R&D investment surpasses the total revenue of some competitors, ensuring market-leading customer value and rapid adoption.

Compensation and Benefits:

  • The base salary range for this position is $120,000 - $150,000, determined by experience, skills, education, and work location.
  • Our total compensation package includes unlimited personal time off, an employee stock purchase plan, and a rewards system.
  • We also provide medical and dental benefits, along with a company-matching 401(k) plan for retirement.

Your information will be kept confidential in accordance with EEO guidelines. Dynatrace is an Equal Opportunity/Affirmative Action employer, ensuring all qualified applicants 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.

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