Strategic Enterprise Account Executive

2 weeks ago

Melbourne, Victoria, Australia Dynatrace Full time
{"title": "Strategic Enterprise Account Executive", "description": "Job Summary

We are seeking a highly skilled Strategic Enterprise Account Executive to join our team at Dynatrace. As a key member of our sales organization, you will be responsible for driving revenue growth and expanding our presence in the enterprise market.

As a Strategic Enterprise Account Executive, you will work closely with our largest customers to develop and execute account plans that drive maximum revenue potential. You will be responsible for managing a portfolio of assigned Strategic Enterprise level clients, designing and implementing effective sales strategies, and maintaining accurate forecasts and reporting to the sales leader.

Key Responsibilities:

  • 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.
  • 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.

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.

About Dynatrace:

  • 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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