Your role at Dynatrace

We're excited to introduce a new opportunity for a driven Enterprise Acquisition Account Executive to join our team. In this role, you will be at the forefront of our growth, spearheading sales initiatives across a diverse range of industries. Your mission will be to identify and capture new enterprise-level clients using a strategic "land and expand" methodology.

While the primary focus is on acquiring new business, you will also cultivate relationships with a small, select group of existing customers to foster partnerships and drive expansion. You will be responsible for engaging a dedicated portfolio of high-potential customers, introducing them to the power of Dynatrace. As you successfully convert these prospects into new logos, you'll have the opportunity to retain them, nurturing these accounts to uncover further opportunities for upselling and cross-selling our innovative solutions.

You won't be doing it alone. You'll receive mentorship from our award-winning leadership team and collaborate closely with our high-performing sales professionals, Sales Development Representatives (SDRs), and partners, setting you on a clear path to success.

What you will be focusing on as an Enterprise Acquisition Account Executive:

• Territory Mastery: Execute strategic territory plans to deliver maximum revenue potential from a portfolio of regionally-focused accounts.

• New Logo Acquisition: Your territory will be primarily composed of high-potential prospect accounts, with a clear focus on landing new customers and expanding the Dynatrace footprint.

• Executive-Level Strategy: Consult with Vice President and C-level executives to build and implement effective, enterprise-wide strategies that maximize the value delivered by Dynatrace and strategically position us against the competition.

• Building Momentum: Generate velocity by establishing a strong Dynatrace presence in new markets through compelling product demonstrations, in-market events, and account-specific initiatives.

• Network and Channel Development: Cultivate a robust network of contacts within your named accounts and with channel partners to ensure Dynatrace solutions can be sold broadly and effectively.

• Cross-Functional Collaboration: Work closely with internal teams: including Sales Engineering, Marketing, Legal, and Finance to design and execute solution strategies that meet complex customer business needs.

• Customer Success: Go above and beyond to ensure your customers’ implementations are wildly successful, paving the way for long-term partnerships.

What will help you succeed

Preferred Requirements:

• Enterprise Sales Excellence: You bring a proven track record of success in enterprise software sales, confidently engaging and influencing at the executive and C-suite levels across various business functions.

• Complex Cycle Management: You expertly navigate and manage intricate sales cycles within complex organizations, with a knack for compressing decision timelines.

• Exceptional Communicator: You possess outstanding organizational, negotiation, and presentation skills, communicating complex ideas with clarity and impact.

• Strategic Planning: You are confident in building diverse territory plans and know how to effectively leverage a broader sales ecosystem to your advantage.

• Hunter Mentality: You have demonstrated, proven experience in successfully hunting and acquiring net new business.

• Agile & Urgent: You thrive in high-velocity, dynamic situations and consistently act with a strategic sense of urgency.

• Driven by Results: You are a motivated, tenacious self-starter who consistently overachieves against quota, fueled by building strong VP and C-level partnerships.

• Business Acumen: You know exactly how to build, execute, and iterate on strategic business plans and high-impact sales plays.

• Collaborative Co-selling: You excel at collaborating and co-selling with internal resources to maximize effectiveness and advance the sales process (familiarity with MEDDPIC is a strong plus).

• Market Knowledge: You bring a solid understanding of the observability and modern application market landscapes.

Why you will love being a Dynatracer

• 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.

Compensation and Rewards