International Client Relationship Manager

3 weeks ago

London, Greater London, United Kingdom Dynatrace Full time

Position Overview

At Dynatrace, we pride ourselves on our commitment to innovation, which is why leading organizations like Delta and SAP thrive with our solutions. Our dynamic Sales team is undergoing a transformation, and we are excited to introduce a new role: International Client Relationship Manager (ICRM). This position will be part of the EMEA ICRM team, focusing on our most significant and intricate enterprise clients' business and IT objectives.

This role is ideal for an experienced, adaptable, and strategic account or relationship manager who can implement a high-level approach to foster customer trust and drive sustainable growth over the next few years. You will be responsible for managing multiple Global Accounts while enhancing Dynatrace's engagement on a global scale, leading and coordinating our sales initiatives across various business lines. We seek an ICRM who demonstrates confidence and resilience to quickly adapt and excel in this role.

Key Responsibilities of the International Client Relationship Manager

  • Oversee the adoption and expansion of the Dynatrace platform within assigned global accounts, collaborating with local sales and support teams across different regions.
  • Guide clients in developing their long-term corporate and cloud strategies, along with a corresponding roadmap.
  • Formulate a comprehensive strategic account plan with essential initiatives that will facilitate strategy execution over a multi-year period.
  • Identify and outline a prioritized initiative plan in collaboration with customer stakeholders.
  • Map key stakeholders to manage the current and future relationship, ensuring that the Dynatrace executive sponsor is actively involved.
  • Mobilize and implement the complete strategy for land, adoption (utilization and promotion), and growth of Annual Recurring Revenue (ARR).
  • Utilize Dynatrace services, support, partner, and hyperscale ecosystems to broaden the Dynatrace presence through innovation and collaboration.
  • Establish and nurture long-term relationships with C-level executives.
  • Influence and lead a virtual team of resources from various lines of business, functions, and geographical locations.

Qualifications for Success as an International Client Relationship Manager

  • Proven experience as a primary account manager or team leader for a large, globally integrated enterprise, with a background in influencing governance and policy being advantageous.
  • Experience working with clients across various sectors within the Global 500 as a Global Account and Relationship Manager.
  • Extensive enterprise sales experience with large global accounts at the executive level.
  • A successful history of managing complex deal negotiations and global contracts.
  • Ability to navigate the business landscape and establish credibility quickly with senior executives through a trusted advisor approach.
  • Understanding of Observability, Security, and/or technology-as-a-service domains (Infrastructure-as-a-Service, Software-as-a-Service, Platform-as-a-Service).
  • Expertise in sales or consulting, with a strong business acumen in dealing with complex software/IT solutions and global contracts.
  • Familiarity with the IT ecosystem in large, global enterprises.

Why Join Dynatrace?

  • Dynatrace is recognized as a leader in unified observability and security.
  • We foster a culture of excellence with competitive compensation packages that reward performance.
  • Our team collaborates with the largest cloud providers, including AWS, Microsoft, and Google Cloud, to forge strategic partnerships.
  • The Dynatrace platform leverages cutting-edge technologies, including our proprietary Davis hypermodal AI, to assist clients in modernizing and automating cloud operations, accelerating software delivery, and ensuring seamless digital experiences.
  • More than 50% of Fortune 100 companies are proud to call Dynatrace their partner.

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