Major Account Executive

2 days ago

Canberra, Australia Dynatrace Full time

You will nurture and expand partnerships of 4 to 6 named accounts for existing & new customers with a “land and expand” approach amongst enterprise-grade organizations. Mentored by our award-winning leadership team and working alongside our top-performing sales pros, you exude confidence as our Major Account Executive, and possess the grit to hit the ground running as soon as possible.
- Execute on account plans to deliver maximum revenue potential within a pool of 4-6 Enterprise named accounts
- Work with existing customers to retain and expand Dynatrace usage, whilst also driving new logo acquisition in a pool of accounts
- Consult with VP- 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 and existing 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**:

- You show successful track records in Enterprise software sales
- You can prove your experience in nurturing and expanding business relationships
- You enjoy expanding revenue in large strategic accounts
- You thrive in high velocity situations and can think/act with a sense of urgency
- Your organizational and communication skills are top-notch
- You are a motivated and tenacious self-starter who consistently delivers high performance against quota driven by VP- and C-level relationships
- You are able to manage sales cycles within complex organizations; while compressing decision cycles
- You have outstanding communication (written and oral), negotiation and presentations skills
- You know how to collaborate internally across all supporting resources within sales to maximize your effectiveness and advance the sales process
- You bring extensive consultative selling methodologies in managing complex sales cycles (eg. Challenger Sales, MEDDIC)
- You possess APM experience (just a plus - not necessary)

**Additional Information**:

- Dynatrace is a market share leader & an 11x magic quadrant leader.
- Dynatrace invests more in R&D than some of our competitors’ total revenue, assuring market-leading customer value and quick adoption.
- Dynatrace is trusted by over half of Fortune’s Top 100
- Dynatrace provides a culture of excellence with competitive compensation packages that recognize and reward greatness.
- Dynatrace gives you the chance to work with the largest of the Cloud players like AWS, Azure, VMware and Google Cloud allowing our customers to have the best 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

**Discover more perks & benefits**:
**Company Description**:
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.

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