Full-Time

Enterprise Expansion Account Executive

Hybrid

Posted on 11/27/2024

Dynatrace

Dynatrace

5,001-10,000 employees

Cloud observability and security platform

Enterprise Software
Cybersecurity
AI & Machine Learning

Mid, Senior

San Francisco, CA, USA

Hybrid role in the Bay Area.

Category
Strategic Account Management
Sales & Account Management
Required Skills
Marketing
Requirements
  • HS diploma or GED AND at least 3 years of experience in closing enterprise software sales.
  • You are able to manage sales cycles within complex organizations; while compressing decision cycles.
  • You have outstanding communication (written and oral), negotiation and presentations skills.
  • You know how to collaborate internally across all supporting resources within sales to maximize your effectiveness and advance the sales process.
  • You show a successful track record in Enterprise software sales.
  • You thrive in high-velocity situations and can think/act with a sense of urgency.
  • Your organizational, communication, negotiation and presentation skills are top-notch.
  • You have experience with account mapping and planning.
  • You are a motivated and tenacious self-starter who consistently delivers high performance against quota driven by VP- and C-level relationships.
  • You possess MEDDIC experience.
  • You possess APM experience (just a plus -- not necessary).
  • Up to 30% of travel required within the region.
Responsibilities
  • Execute on account plans to deliver maximum revenue potential within a pool of broad, regionally focused accounts.
  • Focus is on product land and growth, followed by retention. Smaller group of net new logos to go after.
  • Consult with VP- 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 and existing 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 and co-sell 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.

Dynatrace specializes in software intelligence for cloud environments, providing a platform that combines observability and security to help businesses monitor and optimize their digital ecosystems. Its solutions offer complete visibility into IT environments, including application performance, infrastructure, and user experiences. The platform is powered by the Davis AI engine, which automates problem detection and resolution, minimizing manual intervention. Dynatrace operates on a subscription-based model, offering features like application performance monitoring, distributed tracing, and advanced threat protection. The company aims to help businesses simplify cloud complexity, innovate faster, and secure their digital environments.

Company Stage

IPO

Total Funding

$23.7M

Headquarters

Waltham, Massachusetts

Founded

N/A

Growth & Insights
Headcount

6 month growth

63%

1 year growth

63%

2 year growth

63%
Simplify Jobs

Simplify's Take

What believers are saying

  • Dynatrace's integration with open standards like OpenTelemetry enhances its compatibility and appeal to a broader range of clients.
  • The company's strong financial backing, evidenced by significant investments from entities like Norges Bank, indicates robust growth potential.
  • The introduction of a Visual Studio Code extension demonstrates Dynatrace's commitment to improving developer experience and fostering innovation.

What critics are saying

  • The competitive landscape in cloud observability and security is intense, requiring Dynatrace to continuously innovate to maintain its leadership position.
  • Reliance on a subscription-based model means that economic downturns could impact client renewals and revenue stability.

What makes Dynatrace unique

  • Dynatrace's Davis AI engine automates problem detection and resolution, reducing manual intervention and setting it apart from competitors.
  • The company's unified platform combines observability and security, offering a comprehensive solution for cloud environments.
  • Dynatrace's consistent recognition by Gartner as a leader in observability platforms underscores its market dominance and reliability.

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