Enterprise Expansion AE
Company Description
Dynatrace exists to make the world’s software work perfectly. Our unified software intelligence platform combines broad and deep observability and continuous runtime application security with the most advanced AIOps to provide answers and intelligent automation from data at an enormous scale. This enables innovators to modernize and automate cloud operations, deliver software faster and more securely, and ensure flawless digital experiences. That is why the world’s largest organizations trust Dynatrace® to accelerate digital transformation.
We're an equal opportunity employer and embrace all applicants. Dynatrace wants YOU—your diverse background, talents, values, ideas, and expertise. These qualities are what make our global team stronger and more seasoned. We're fueled by the diversity of our talented employees.
Job Description
This role will be based in Tokyo, Japan.
We’re looking to fill a newly created position as an Enterprise Expansion Account Executive. In this role, you will focus on new revenue sales across a dedicated named account list of enterprise customers.
This is a “land and expand” opportunity amongst enterprise organizations. As part of your responsibilities, you will manage about 25 existing customer accounts, and your focus will be nurturing and expanding partnerships with these clients. Additionally, you may have the opportunities with few potential customers, introducing them to our offerings.
You’ll benefit from mentorship provided by our award-winning leadership team and collaborate closely with our high-performing sales professionals, SDRs, and partners on the path toward achieving ultimate success.
What you will be focusing on as an Enterprise Expansion Account Executive
- Execute on account plans to deliver maximum revenue potential within a pool of broad, regionally focused accounts.
- Work with existing customers to retain and expand Dynatrace usage.
- 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 and existing 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 and co-sell 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.
Qualifications
- You show a successful track record in Enterprise software sales across many business functions within the executive level of a customer.
- You thrive in high velocity situations and can think/act with a sense of urgency.
- You have the ability to maintain strong relationships with existing customers and build trust.
- You have the ability to understand customer needs, then you create and execute account plans together with the Dynatrace’s Integrated Account Team.”
- You have the ability to analyze customer usage and performance data, providing insights to make optimal proposals.
- You are a motivated and tenacious self-starter who consistently delivers high performance against quota driven by Vice President and C-level relationships.
- You can manage sales cycles within complex organizations, while compressing decision cycles.
- You have the strategic thinking and execution skills to successfully negotiate with clients.
- You have outstanding organizational and communication (written and oral), negotiation and presentations skills with creative approaches to quickly resolve customer issues and increase satisfaction.
- You know how to collaborate and co-sell internally across all supporting resources within sales to maximize your effectiveness and advance the sales process (familiar with MEDDPIC).
- You are familiar with the observability and modern application market. (just a plus -- not necessary)
Additional Information
- We are 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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