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Strategic Enterprise Sales Executive
3 months ago
We are seeking a qualified individual to take on the newly established role of Strategic Enterprise Sales Executive. In this capacity, you will spearhead revenue growth through focused acquisition strategies across diverse industry sectors.
Your mission will revolve around a "land and expand" methodology within enterprise-level organizations. You will manage 0 to 2 existing client accounts, with an emphasis on cultivating these relationships and broadening partnerships. Furthermore, you will engage with 35 to 40 prospective clients, showcasing our innovative solutions. Upon successfully converting these prospects, you will have the opportunity to oversee these accounts and identify avenues for upselling and cross-selling our offerings. You will also receive mentorship from our award-winning leadership team. By collaborating closely with our top-tier sales professionals, Sales Development Representatives (SDRs), and partners, you will be on a trajectory toward achieving exceptional success.
Your Key Responsibilities as a Strategic Enterprise Sales Executive
- Implement territory strategies to maximize revenue potential within a designated pool of public sector and Defence-focused accounts.
- Collaborate with pre-defined Sales Engineering support based on your geographical area.
- Manage 0-2 customers and engage with 35-40 prospects, totaling 40 accounts.
- Attract new logo customers, concentrating on increasing Dynatrace usage.
- Consult with Vice Presidents and C-level executives to formulate and execute a comprehensive enterprise-wide strategy that enhances the value delivered by Dynatrace, positioning it effectively against competitors.
- Generate momentum by establishing Dynatrace in new markets through product demonstrations, in-market events, and account-specific initiatives.
- Build a network of contacts within named accounts and channel partners to ensure the broad and effective sale of Dynatrace solutions.
- Work closely with various Dynatrace functional areas, including sales engineering, marketing, legal, finance, and other business units, to develop and implement a solution strategy that addresses customer business needs.
- Ensure the successful implementation of your customers' solutions.
Preferred Qualifications:
- Demonstrated success in software sales across multiple business functions at the executive level.
- Experience selling into the Defence sector.
- Able to navigate sales cycles within complex organizations while shortening decision-making timelines.
- Exceptional organizational and communication skills, both written and verbal, including negotiation and presentation capabilities.
- Proficient in developing a diverse territory plan and leveraging a sales ecosystem.
- Proven track record in acquiring new business.
- Thrives in high-velocity environments and acts with a sense of urgency.
- Self-motivated and tenacious, consistently achieving high performance against quotas, driven by relationships with VP- and C-level executives.
- Skilled in creating and executing business plans and sales strategies.
- Adept at collaborating and co-selling internally across all supporting resources to enhance effectiveness and advance the sales process (familiarity with MEDDPIC is a plus).
- Knowledgeable about the observability and modern application market.
- Dynatrace is recognized as a leader in unified observability and security.
- We foster a culture of excellence with competitive compensation packages designed to acknowledge and reward performance.
- Our team collaborates with major cloud providers, including AWS, Microsoft, and Google Cloud, along with other leading partners globally to form strategic alliances.
- The Dynatrace platform utilizes cutting-edge technologies, including our proprietary Davis hypermodal AI, to assist our clients in modernizing and automating cloud operations, delivering software more rapidly and securely, and ensuring seamless digital experiences.
- Over 50% of Fortune 100 companies are current clients of Dynatrace.
