Regional Sales Director

1 month ago

Sydney, Australia Dynatrace Full time
Job Description

As the Regional Sales Director for Enterprise at Dynatrace Australia and New Zealand (ANZ) you will be responsible for leading a team focussed on growth of existing Enterprise customers and the acquisition of new Enterprise logo’s across the ANZ region.  These customers are located in Sydney, Melbourne, Perth and Brisbane. The successful candidate will have a strong track record of accelerating growth and winning new logo’s across the Enterprise and Commercial sectors in Australia and New Zealand.    

You will lead a team of 6 senior account executives who live in Sydney, Melbourne and Brisbane and you will report into the RVP Sales, ANZ. 

As a Regional Sales Director you will own the Go to Market Strategy for Dynatrace’s Enterprise segment in the ANZ region over multiple years as part of the APAC and ANZ Enterprise accounts team, which will require strong collaboration with stakeholders across Dynatrace and our partner community and be comfortable with strategic and opportunistic sales motions in these accounts. 

We are looking for an inspirational sales leader with a growth mindset - someone who thrives in a fast-paced, ever evolving environment where you will be developing and executing sales strategies, building long term territory plans, developing executive relationships and inspiring your team through thought leadership and sales acumen. 

As a Dynatrace Sales Director you will be challenged with driving revenue growth, consistency in building out a volume business, strategic territory planning, new logo acquisition and executive interlock.   Leading and Coaching our Enterprise Software Sales Representatives to accelerate growth with our Enterprise customers. You will be recognized as a sales leader throughout the company – setting the tone and pace for Enterprise Accounts across ANZ.

Primary Role and Responsibilities:

  • Territory Account Planning – ownership of the territory account planning process for Enterprise and Commercial accounts. 
  • Executive Mapping – build an executive coverage map to interlock and engage the worldwide Executive team of Dynatrace across the Top 20 Strategic accounts in ANZ.  The ideal candidate brings a strong network of existing relationships with CIO’s, Line of Business Leaders, & Digital Leaders across the largest ASX listed customers in Australia and New Zealand. 
  • Performance – provide a consistent and predictable forecast across Enterprise accounts with a focus of achieving >50% growth year of year and winning 5 x new logo’s per quarter.   Establish multi-year contracts across the ANZ customer base. 
  • Programs – working closely with the Marketing, Partner and Sales Operations team to bring a programmatic approach to building long term pipeline for Dynatrace across the ANZ business. 
  • Pipeline – develop a pipeline across the business that leverages partners, focusses on defending and growing existing accounts and targeting new Enterprise logo’s. 
  • People – develop our top sales talent and inspire the team with a growth mindset.
  • Partnering – foster the engagement of strong partnerships with Consulting Houses (Deloitte & Accenture), Global Systems Integrators and Hyperscalers.  Build out trusted partnerships across Strategic Accounts.
  • Collaboration – strategically partners with all Dynatrace functions across Strategic accounts, Customer Success, Product, Support, Services, Marketing, Solution Engineers, Corporate Executive to drive a “one team” focus all Enterprise accounts. 
  • Sales acumen – hold the team accountable to flawless execution though call planning, MEDDPICC reviews, building compelling business cases/proposals, mutually agreed close plans with customers.
  • Dynatrace Values – leads by example in living the Dynatrace values and encouraging a strong culture.
  • Communication – build a cadence of strong communication across Dynatrace for all Enterprise accounts in ANZ.  Providing feedback on investments needed, product development and creative deal making. 

Qualifications

  • 7 or more years of sales leadership experience within the IT industry, preferably in enterprise software sales.
  • Ability to coach sales executives.
  • Demonstrated leadership skills.
  • Excellent and persuasive oral and written communication skills required.
  • Ability to influence thinking or gain acceptance of others in sensitive situations.
  • Sense of urgency, action-oriented, results-oriented, and closing techniques.
  • Sales skills; prospecting, qualification, verbal presentation, and closing.
  • Experience in the generation of sales revenues through new and existing accounts that your team will be assigned.
  • Extensive account management experience across net new, growth, renewal sales, consultative selling, managing sales cycles, maintaining client relationships.
  • Negotiating and closing clients.
  • Demonstrated history of closing business opportunities and building long-term relationships, consistently meeting and/or exceeding quota.
  • History of attaining revenue and performance goals as well as the maintenance of a customer base.
  • Meet or exceed revenue and/or activity quota through solution selling - High energy, self-motivated and persistent.
  • Ability to present to large and small audiences.
  • Business and technical acumen in the IT management and multi-cloud spaces.
  • Demonstrated experience in the SaaS world.


Additional Information

  • We are a market share leader & a 13 x magic quadrant leader.
  • We invest more in R&D than some of our competitors’ total revenue, assuring market-leading customer value and quick adoption.
  • Enjoy our culture of excellence with competitive compensation packages that recognize and reward greatness.
  • Working with the largest of the Cloud players like AWS, Azure, Pivotal and Google Cloud allows our customers to have the best of 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
  • We offer a competitive compensation package, benefits, company pension scheme and holidays.

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