Strategic Enterprise Account Executive
vor 17 Stunden
Dynatrace (NYSE: DT) exists to make the world's software work perfectly. Our unified 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's why the world's largest organizations trust the Dynatrace platform to accelerate digital transformation.Strategic Enterprise Account ExecutiveCloud done right.About the roleWe 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 ExecutiveExecute 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.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.What will help you succeedMinimum Requirements:HS diploma or GED AND a minimum of 3+ years of experience in closing enterprise software sales.Preferred Requirements: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.Why you will love being a DynatracerDynatrace 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.What you'll be responsible forOutbound Prospecting: Generate new sales opportunities and move them through the funnel by drafting outreach messages and sequences, and identifying the needs of customers.Sales Pipeline Management: Efficiently navigate the CRM and other operational tools to create, update, retrieve, and understand information about accounts and opportunities.Sales Team Enablement: Identify opportunities to enhance processes and resources that enable team performance and time spent with prospects or customers.Skills you'll needResults orientation: Focuses on outcomes and the steps it takes to achieve them.Critical thinking: Identifies and synthesizes patterns and trends amongst various sources of information to reach a meaningful conclusion, perspective or insight.Problem solving: Identifies problems and develops logical solutions that address the problems.
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