* Full-time
* Department: Sales and Business Development
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 for a candidate to fill a newly created position as an Enterprise Expansion Account Executive. In this role, you will drive sales growth through targeted acquisition and expansion efforts across various industry segments.
It’s all about a “land and expand” approach amongst Central Government organizations. As part of your responsibilities, you’ll oversee 2 existing customer accounts. Your focus will be on nurturing these relationships and expanding partnerships. Additionally, you’ll engage with 8 potential customers, introducing them to our offerings. After successfully converting prospects, you’ll have the chance to maintain those accounts and explore opportunities for upselling and cross-selling our solutions. Additionally, you’ll benefit from mentorship provided by our award-winning leadership team. Collaborating closely with our high-performing sales professionals, SDRs, and partners, you’ll be on the path toward achieving ultimate success.
What you will be focusing on as an Enterprise Expansion Account Executive
* Execute on territory plans to deliver maximum revenue potential within a pool of regionally focused public sector accounts.
* Collaborate with pre-defined SE support based on region.
* Manage 2 customers and 8 prospects, totaling 10 accounts.
* Drive new logo customers while also focusing on expanding Dynatrace usage within existing accounts.
* 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
Preferred Requirements:
* Successful track record in public sector 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).
* Confidence in building a diverse territory plan and familiarity in leveraging a sales ecosystem.
* Proven experience in acquiring new business while nurturing existing relationships to expand spend.
* 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.
* Ability to build and execute business plans and sales plays.
* Experience collaborating and co-selling internally across all supporting resources to maximize effectiveness and advance the sales process (familiar with MEDDPIC).
* Familiarity with the observability and modern application market.
Additional Information
Why you will love selling and working with our Dynatrace platform
* 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.
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