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Enterprise Sales Account Executive

2 months ago

Maidenhead, Windsor and Maidenhead, United Kingdom Dynatrace Full time

Position Overview

We are seeking a qualified individual to take on the newly established role of Enterprise Sales Account Executive. In this capacity, you will spearhead revenue growth through strategic acquisition initiatives across diverse industry sectors.

Your approach will center on a "land and expand" strategy within large-scale organizations. You will manage 0 to 2 existing client accounts, focusing on cultivating these relationships and enhancing partnerships. Furthermore, you will engage with 35 to 40 prospective clients, showcasing our solutions. Upon successfully converting these prospects, you will have the opportunity to maintain these accounts and identify avenues for upselling and cross-selling our offerings. You will also receive guidance from our award-winning leadership team, collaborating closely with our high-achieving sales professionals, Sales Development Representatives (SDRs), and partners to pave your path to success.

Key Responsibilities

  • Implement territory strategies to maximize revenue potential within a selection of NHS-focused accounts.
  • Collaborate with pre-defined Sales Engineering support based on geographical region.
  • Manage 0-2 existing customers, target 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 strategy that enhances the value delivered by Dynatrace, positioning it effectively against competitors.
  • Accelerate market entry by establishing Dynatrace in new sectors through product demonstrations, market events, and account-specific initiatives.
  • Build a network of contacts within designated accounts and channel partners to ensure broad and effective sales of Dynatrace.
  • Collaborate with various Dynatrace departments, including sales engineering, marketing, legal, finance, and other business units, to develop and implement a solution strategy that addresses customer needs.
  • Ensure the successful implementation of solutions for your clients.

Qualifications

Preferred Skills and Experience:

  • Demonstrated success in enterprise software sales across multiple business functions at the executive level within the NHS.
  • Ability to navigate complex sales cycles and shorten decision-making processes.
  • Exceptional organizational and communication skills, including written, verbal, negotiation, and presentation abilities.
  • Proficient in developing a diverse territory plan and leveraging a sales ecosystem.
  • Proven track record in acquiring new business.
  • Thrives in fast-paced environments and acts with urgency.
  • Self-motivated and determined, 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 support resources to enhance effectiveness and advance the sales process (familiar with MEDDPIC).
  • Knowledgeable about the observability and modern application market.

Why Join Dynatrace?

  • Dynatrace is a frontrunner in unified observability and security.
  • We foster a culture of excellence with competitive compensation packages that recognize and reward performance.
  • Our team collaborates with leading cloud providers, including AWS, Microsoft, and Google Cloud, to forge strategic partnerships.
  • The Dynatrace platform utilizes advanced technologies, including our proprietary Davis hypermodal AI, to assist 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 valued customers of Dynatrace.