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Enterprise Growth Account Executive
2 months ago
Company Overview:
Dynatrace is dedicated to ensuring optimal performance of software globally. 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 seamless digital experiences. This is why leading organizations worldwide rely on Dynatrace to enhance their digital transformation journeys.
We pride ourselves on being an equal opportunity employer, welcoming all applicants. Dynatrace values your unique background, skills, values, ideas, and expertise, which contribute to the strength and diversity of our global team.
Position Summary:We are seeking a qualified candidate for the role of Enterprise Growth Account Executive, responsible for driving sales expansion in designated regions. In this capacity, you will spearhead sales initiatives through targeted acquisition and growth strategies across various industry sectors.
Your role will focus on a strategic "land and expand" methodology within enterprise-level organizations. You will manage 7 to 10 existing client accounts, nurturing these relationships while seeking to broaden partnerships. Furthermore, you will engage with 5 to 8 prospective clients, introducing them to our innovative 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 benefit from mentorship by 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 sales engineering support tailored to your region.
- Manage a portfolio of 18 accounts, including 7-10 existing customers and 5-8 prospects.
- Attract new clients while enhancing Dynatrace utilization within current accounts.
- Consult with executive leadership to devise and execute a comprehensive enterprise strategy that optimizes the value of Dynatrace.
- Establish Dynatrace in new markets through product demonstrations, events, and targeted initiatives.
- Build a robust network within assigned accounts and channel partners to facilitate broad and effective sales of Dynatrace solutions.
- Collaborate with various Dynatrace departments, including sales engineering, marketing, legal, and finance, to develop and implement solutions that meet customer needs.
- Ensure successful implementation of customer solutions.
Minimum Requirements:
- High school diploma or GED, along with at least one year of experience in closing enterprise software sales.
Preferred Qualifications:
- Proven track record in enterprise software sales across various business functions at the executive level.
- Ability to navigate complex sales cycles and shorten decision-making processes.
- Exceptional organizational and communication skills, including 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 client relationships.
- Adept at thriving in fast-paced environments and acting with urgency.
- Self-motivated and determined, consistently achieving high performance against targets.
- Skilled in formulating and executing business plans and sales strategies.
- Familiarity with collaboration and co-selling across internal resources to enhance effectiveness in the sales process.
- Knowledge of the observability and modern application market.
- Dynatrace is recognized as a leader in unified observability and security.
- We foster a culture of excellence with competitive compensation packages that reward performance.
- Our employees collaborate with major cloud providers, including AWS, Microsoft, and Google Cloud, to forge strategic partnerships.
- The Dynatrace platform employs state-of-the-art technologies, including our proprietary Davis hypermodal AI, to assist clients in modernizing and automating cloud operations, expediting software delivery, and ensuring exceptional digital experiences.
- Over 50% of Fortune 100 companies are valued clients of Dynatrace.
- The base salary range for this position is competitive and commensurate with experience, skills, and education.
- Our comprehensive 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, and 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.
