Account Executive-ANZ

4 months ago

Sydney, Australia Dynatrace Full time

Job Description

In this full cycle sales role, It’s all about a “land and expand” approach amongst enterprise-grade organizations. As part of your responsibilities, you’ll oversee 10 to 20 existing customer accounts. Your focus will be on nurturing these relationships and expanding partnerships. Additionally, you’ll engage with up to 100 potential customers via creative, value-based outreach, 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 Account Executive 

Execute on territory plans to deliver maximum revenue potential within a pool of broad, regionally dispersed accounts across ANZ both virtually and face to face. Responsible for a sales territory of 10-20 customers, 100 prospects, up to 150 total accounts. Drive new logo customers, focusing on landing and expanding Dynatrace usage via creative value based outreach. Consult with Technology Leaders 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/industry specific initiatives. Develop a contact network within named accounts and channel partners to ensure Dynatrace can be sold broadly and effectively. Work collaboratively with assigned SDR/BDR to drive pipeline and new opportunity generation within your named account list. Work closely with Dynatrace functional areas such as SDR, sales engineering, post sales, 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

Minimum Requirements: 

HS diploma or GED.  A minimum of one to three years of experience in closing enterprise software sales. 

Preferred Requirements: 

You show a successful track record in software sales with experience carrying quota. You can manage sales cycles within complex organizations, while compressing decision cycles. You have outstanding organizational and communication skills (written and oral, negotiation and presentations skills). You are confident in building a diverse territory plan and have familiarity in leveraging a sales ecosystem. You have proven experience in acquiring new business via cold outreach. You thrive in high-velocity situations and can think/act with a sense of urgency. You are a motivated and tenacious self-starter who consistently delivers high performance against quota. You know how to build and execute business plans and sales plays. You have experience co-selling with the channel ecosystem and cloud hyperscalers. You know how to collaborate and co-sell internally across all supporting resources to maximize your effectiveness and advance the sales process (familiar with MEDDPIC). You are familiar with the enterprise technology, observability and modern application market. 

Additional Information

Why you will love selling and working with our Dynatrace platform

Dynatrace provides a culture of excellence with competitive compensation packages that recognize and reward greatness. Dynatrace is a market share leader and has been a magic quadrant leader 13 times.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.At Dynatrace, you will work with the largest of the Cloud players like AWS, Azure, VMware and Google Cloud.Dynatrace is fully automated from the start, providing the most advanced solution leveraging our AI machine learning technology.

We offer a competitive compensation package and benefits.

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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