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Enterprise Growth Account Executive

2 months ago

Indianapolis, Indiana, United States Dynatrace Full time
Job Overview

Company Overview:

Dynatrace is dedicated to ensuring that software operates flawlessly worldwide. Our comprehensive software intelligence platform integrates extensive observability and continuous runtime application security with cutting-edge AIOps, delivering insights and intelligent automation from vast amounts of data. This empowers innovators to modernize and automate cloud operations, accelerate software delivery securely, and guarantee exceptional digital experiences. This is why leading organizations rely on Dynatrace to expedite their digital transformation journey.

We are an equal opportunity employer and welcome all applicants. At Dynatrace, we value your diverse background, skills, values, ideas, and expertise, which strengthen our global team. Our workforce thrives on the richness of our talented employees.

Position Summary:

We are seeking a qualified candidate for the newly established role of Enterprise Growth Account Executive. In this capacity, you will spearhead sales expansion through targeted acquisition and growth initiatives across various industry sectors.

Your role will emphasize a "land and expand" strategy within enterprise-level organizations. You will manage 7 to 10 existing customer accounts, focusing on nurturing these relationships and enhancing partnerships. Additionally, you will engage with 5 to 8 prospective clients, showcasing our solutions. Upon successfully converting prospects, you will have the opportunity to maintain these accounts and explore avenues for upselling and cross-selling our offerings. You will also receive mentorship from our award-winning leadership team and collaborate closely with our high-performing sales professionals, SDRs, and partners to achieve exceptional results.

Key Responsibilities:
  • Implement territory strategies to maximize revenue potential within a designated group of regional Enterprise accounts.
  • Collaborate with pre-defined SE support based on regional needs.
  • Manage 7-10 existing customers and 5-8 prospects, totaling 18 accounts.
  • Attract new logo customers while focusing on expanding Dynatrace usage within current accounts.
  • Consult with Vice Presidents and C-level executives to formulate and execute an effective enterprise-wide strategy that enhances the value delivered by Dynatrace, positioning it against competitors.
  • Generate momentum by establishing Dynatrace in new markets through product demonstrations, market events, and account-specific initiatives.
  • Build a network of contacts within named accounts and channel partners to ensure broad and effective sales of Dynatrace solutions.
  • Collaborate with various Dynatrace functional areas, including sales engineering, marketing, legal, finance, and other business lines, 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.

Preferred Qualifications:

  • Demonstrated success in enterprise software sales across various business functions at the executive level.
  • Ability to manage sales cycles within complex organizations while expediting 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.
  • Proven track record 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.
  • Proficient in building and executing business plans and sales strategies.
  • Skilled in collaborating and co-selling internally across all supporting resources to enhance effectiveness and advance the sales process (familiarity with MEDDPIC is a plus).
  • Knowledgeable about the observability and modern application market.
Additional Information:
  • Dynatrace is a leader in unified observability and security.
  • We foster a culture of excellence with competitive compensation packages designed to recognize and reward performance.
  • Our employees collaborate with leading cloud providers, including AWS, Microsoft, and Google Cloud, to forge strategic alliances.
  • The Dynatrace platform utilizes advanced technologies, including our proprietary Davis hypermodal AI, to assist customers in modernizing and automating cloud operations, delivering software efficiently and securely, and ensuring seamless digital experiences.
  • Over 50% of Fortune 100 companies are valued customers of Dynatrace.
Compensation and Benefits:
  • The base salary range for this position is $130,000 - $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.

All information will be kept confidential in accordance with EEO guidelines.

Dynatrace is an Equal Opportunity/Affirmative Action employer. All qualified applicants will 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.