Strategic Enterprise Account Executive

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

We are looking to fill a newly created position as a Strategic Enterprise Account Executive to generate velocity and focus on enterprise sales across multiple segments in multiple industries.

As a Strategic Enterprise Account Executive at Dynatrace, you will work with the largest companies in the world to shape and lead Dynatrace’s Go To Market in the Fortune 100. You will manage 2-3 named accounts of existing customers along with 2-3 prospective accounts to identify an entry point to introduce Dynatrace. We are looking for you to bring knowledge and proven success operating in the technology space with an APM centric approach. This is an opportunity to leverage hyperscalers in a platform sale in the end-to-end observability and security space.

What you will be focusing on as a Strategic Enterprise Account Executive

Execute on account plans to deliver maximum revenue potential within a pool of 2-3 Enterprise named accounts, with 2-3 prospects.
Proactively manage and grow a portfolio of assigned Strategic Enterprise level clients.
Designated SE support at a 1:1.5 ratio within region.
2-3 customers, 2-3 prospects, with 5 total accounts.
Maintain accurate forecasts and report to the sales leader on the status of new and expansion opportunities, leveraging the MEDDPIC framework.
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 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 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

A successful track record in Enterprise software sales across many business functions within the executive level of a customer.
Ability to manage sales cycles within complex organizations, while compressing decision cycles.
Outstanding organizational and communication skills (written and oral, negotiation and presentations skills).
Confidence in building a diverse territory plan and have familiarity in leveraging a sales ecosystem.
Proven experience in acquiring new business.
Thrive in high-velocity situations and can think/act with a sense of urgency.
Motivated and tenacious self-starter who consistently delivers high performance against quota, driven by VP- and C-level relationships.
Know how to build and execute business plans and sales plays.
Know how to collaborate and co-sell internally across all supporting resources to maximize your effectiveness and advance the sales process (MEDDPIC).
Familiar with the observability and modern application market.

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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