SDR Manager Japan

Dynatrace (Tokyo, 日本) フォロー 1日前

Full-time Intelligence Briefing GTM Team Performance Application Security

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Company Description

Dynatrace exists to make software work perfectly. Our platform combines broad and deep observability and continuous runtime application security with advanced AIOps to provide answers and intelligent automation from data. This enables innovators to modernize and automate cloud operations, deliver software faster and more securely, and ensure flawless digital experiences.

Job Description

Dynatrace provides software intelligence to simplify enterprise cloud complexity and accelerate digital transformation. With AI and complete automation, our all-in-one platform provides answers, not just data, about the performance of applications, the underlying infrastructure and the experience of all users. That’s why many of the world’s largest enterprises, including 72 of the Fortune 100, trust Dynatrace to modernize and automate enterprise cloud operations, release better software faster, and deliver unrivalled digital experiences.

As the market leader, Dynatrace is experiencing unprecedented growth - now is the perfect time to join our rapidly growing global community.

The Japan Sales Development Manager is a critical leader in our regional GTM team and will lead, manage and grow the Sales Development Representative (SDR) team whose goal is to generate revenue by developing target account opportunities and pipeline for Dynatrace APAC to support our growth trajectory. This role is based in Tokyo and is to lead SDRs based in Japan offices.

Recruit, Hire, Grow, and Retain high-energy, results-driven outbound Sales Development Representatives who can evangelize a transformational software platform to a HUGE underserved market in Asia
Own all growth strategies for the SDR segment
Refine our customer value messaging and process to over-achieve Qualified Sales Opportunity (QSO) targets & conversion
You are both strategic and tactical. You can design and execute a plan. You have a vision for long-term predictable pipeline generation.
Create and foster a performance-driven culture where every SDR strives to be #1 among peers every day
Create a target prospecting plan of key personas and vertical targets, including messaging, content, campaigns, and awareness building
Focus on SDR weekly productivity, day-to-day operations, monitor and track SDR activity (outreach activity, opportunity creation, progression, etc)
Train SDRs on questioning techniques, objection handling strategies, storytelling, and differentiated messaging to persistently explore and uncover the pains of our prospects that align with our solution.
Maintain weekly 1:1s with SDRs to speed up RAMP (for new hires) and accelerate SDR development. Every SDR should get a minimum of 1 hour/week for 1:1 coaching.
Develop & manage new reports and dashboards in Salesforce and Tableau to track team performance and use them in regular coaching sessions and executive briefings
Work with the regional marketing team to drive effective campaigns with clear success metrics
Manage the inbound lead flow and track the efficiency of sales and quarterly marketing programs
Lead a high-energy and record-breaking team & environment where people love coming to work, collaborate & have fun!
Support usage, enablement and processes for SDR enabling technologies and resources including Salesforce, Call tracker, LinkedIn Sales Navigator, Outreach etc
Report quantifiable individual and team results and metrics to the Sales Leadership team every week – including weekly 1v1 with the Regional Sales Director
Bring a perspective at all times, understand you have a seat at the table, and pipe up when you see an opportunity to get better

Qualifications

2+ years of successful management of an SDR team or comparable experience
5+ years of experience in a solution-selling environment
Bachelor’s degree required
Salesforce experience required
Experience in building highly effective and efficient prospecting campaigns
Experience selling enterprise cloud applications
Entrepreneurial, disciplined leader who gets the best out of his / her team and can manage up with Sales Leaders
Good understanding of the Asia Cloud and Technology landscape/market
Experience with Outbound prospecting (Call, Social, Mail) strategy to technology leaders
Technically adept, with a data-driven and analytical mindset
Deeply curious and passionate about people and team culture
Strong problem-solving, organisational and interpersonal skills

Additional Information

Dynatrace is a leader in unified observability and security.
We provide a culture of excellence with competitive compensation packages designed to recognize and reward performance.
Our employees work with the largest cloud providers, including AWS, Microsoft, and Google Cloud, and other leading partners worldwide to create strategic alliances.
The Dynatrace platform uses cutting-edge technologies, including our own Davis hypermodal AI, to help our customers modernize and automate cloud operations, deliver software faster and more securely, and enable flawless digital experiences.
Over 50% of the Fortune 100 companies are current customers of Dynatrace.