Account Executive - Indonesia
Sales / Indonesia
· Dynatrace Account Management activities in the allocated territory working with appropriate Dynatrace sales Channels, in close conjunction and with the agreement of the extended Dynatrace team.
·Manage the balance between short-term gain and long-term growth for all opportunities and initiatives to achieve/exceed assigned sales targets and increase market share through partnership with customers.
·Drive expansion of existing Customers with a balance of 50:50 on expand vs acquisition of new customers.
·Selling specialised business enterprise solutions/platform at senior levels
·Providing territory management activities such as: defining Strategic Account Plan, sales call reports, territory analysis, updating sales and marketing database, timely forecast and expense reporting with territory insight.
·Responsible for the promotion, prospect development and customer satisfaction in the assigned territory with Partners & Alliances to extend coverage of territory & drive additional market share.
·Responsibility for successful market expansion for the full Dynatrace Platform and maintaining ARR, while preventing customer churn through continuous value creation.
·Arranging and conducting product demonstrations and presentation.
·Negotiating commercial terms within well-defined schedules and guidelines.
·Contributing to multi-product sales achievements.
· Expand on the responsibility to execute, ensuring customer’s success.
Planning & Strategy:
·Document and execute Territory, Account and Opportunity Plans demonstrating a strong understanding of the customer's business directions and issues, relating to business/digital projects, corresponding IT initiatives and Dynatrace solutions that address those needs.
· Develops a contact network within the account(s) and channel partners to enable Dynatrace business to be sold broadly and effectively.
·Develops and supports Channel initiatives and corporate programs in allocated territory.
·Work closely with, and establish engagement between, Dynatrace functional areas such as Marketing, Pre-Sales, Solution Managers, Customer Success, Dynatrace One team, Legal, Finance and other Lines of Business as necessary, to develop and execute a solution strategy that guide and meet customer business needs.
·Develop successful sales campaigns that maximize Dynatrace Customer’s value and win rate.
What we look for:
·Deep Knowledge of Indonesian market, Specifically Government, BFSI (including Fintech), eCommerce/Retail, Manufacturing and Transport industry.
· SaaS business experience preferred, with good understanding of SaaS measurement such as MRR/ARR and Net Expansion Rate
·Minimum of 8+ years’ experience in a sales capacity.
·Ability to follow and drive Insight-based selling