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Enterprise Expansion Account Executive
2 months ago
We are seeking a highly skilled Enterprise Expansion Account Executive to join our team at Dynatrace. In this role, you will be responsible for driving sales growth through targeted acquisition and expansion efforts across various industry segments.
As an Enterprise Expansion Account Executive, you will be focused on nurturing existing customer relationships and expanding partnerships. You will also engage with potential customers, introducing them to our offerings and converting prospects into new business opportunities.
Key Responsibilities:
- Execute on territory plans to deliver maximum revenue potential within a pool of regionally focused Enterprise accounts.
- Collaborate with pre-defined Sales Engineering support based on region.
- Manage a portfolio of 6 existing customer accounts and 12 potential customers, with a total of 18 accounts.
- Drive new logo customers while expanding Dynatrace usage within existing accounts.
- Consult with Vice President 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 and generate velocity by establishing Dynatrace in new markets through product demonstrations, in-market events, and account-specific initiatives.
- Develop a contact network within named accounts and channel partners to ensure Dynatrace can be sold broadly and effectively.
- Work closely with Dynatrace functional areas such as sales engineering, marketing, legal, finance, and other lines of business to develop and execute a solution strategy to meet customer business needs.
- Ensure customer implementations are wildly successful.
Qualifications
Preferred Requirements:
- You have a successful track record in Enterprise software sales across many business functions within the executive level of a customer.
- You can manage sales cycles within complex organizations, while compressing decision cycles.
- You have outstanding organizational and communication skills (written and oral, negotiation, and presentation 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 while also nurturing existing relationships to expand spend.
- 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, driven by VP- and C-level relationships.
- You know how to build and execute business plans and sales plays.
- 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 observability and modern application market.
Why You Will Love Selling and Working with Our Dynatrace Platform
- Dynatrace is a leader in unified observability and security.
- We provide a culture of excellence with competitive compensation packages designed to recognize and reward performance.
- Our employees work with the largest cloud providers, including AWS, Microsoft, and Google Cloud, and other leading partners worldwide to create strategic alliances.
- The Dynatrace platform uses cutting-edge technologies, including our own Davis hypermodal AI, to help our customers modernize and automate cloud operations, deliver software faster and more securely, and enable flawless digital experiences.
- Over 50% of the Fortune 100 companies are current customers of Dynatrace.
