Strategic Enterprise Account Manager

2 weeks ago

Melbourne, Victoria, Australia Dynatrace Full time
About the Role

This is a challenging opportunity to work with one of the leading companies in the AU, Dynatrace, with a rapidly growing team. The chance to join at this point will allow you to contribute to the company's growth and success.

Main Responsibilities
  • Work with large companies worldwide to shape and lead Dynatrace's Go To Market in the Fortune 100.
  • Manage 2-3 named accounts of existing customers and 2-3 prospective accounts to identify an entry point to introduce Dynatrace.
  • Bring knowledge and proven success operating in the technology space with an APM centric approach.
  • Leverage hyperscalers in a platform sale in the end-to-end observability and security space.

What You Will Be Focusing On
  • 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.
  • 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.
  • 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 Dynatracer
  • 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.

About Dynatrace
We believe that potential is defined by more than qualifications or background. If you're passionate about this job, working in a tech environment, and are eager to learn, we invite you to apply.

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