Enterprise Acquisition Account Executive

1 month ago

Maidenhead, Windsor and Maidenhead, United Kingdom Dynatrace Full time

Job Title: Enterprise Acquisition Account Executive

Job Summary:

We are seeking a highly skilled Enterprise Acquisition Account Executive to drive sales growth through targeted acquisition efforts across various industry segments. As an Enterprise Acquisition Account Executive, you will be responsible for executing on territory plans to deliver maximum revenue potential within a pool of public sector, Defence focused accounts.

Key Responsibilities:

  • Execute on territory plans to deliver maximum revenue potential within a pool of public sector, Defence focused accounts.
  • Collaborate with pre-defined SE support based on region.
  • Manage 0-2 customers, 35-40 prospects, with 40 total accounts.
  • Drive new logo customers, focusing on landing and expanding Dynatrace usage.
  • 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.
  • 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 your customers' implementations are wildly successful.

Requirements:

  • You have a successful track record in software sales across many business functions within the executive level of a customer.
  • You have sold into the Defence vertical.
  • You can manage sales cycles within complex organizations, while compressing decision cycles.
  • You have outstanding organizational and communication skills (written and oral, negotiation and presentations 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.
  • 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.

About Dynatrace:

  • 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.

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