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Enterprise Acquisition Account Executive (SF Bay Area)

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Dynatrace

3d ago

  • Job
    Full-time
    Senior & Expert Level
  • Sales & Business Development
    IT & Cybersecurity
  • San Francisco

AI generated summary

  • You have a proven track record in enterprise software sales, excel in complex organizations, possess strong communication skills, build territory plans, acquire new business, and understand the observability market.
  • You will drive revenue by managing accounts, engage with C-level executives, implement strategies, and collaborate with teams to ensure customer success and expand Dynatrace usage.

Requirements

  • You show 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 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.

Responsibilities

  • Execute on territory plans to deliver maximum revenue potential within a pool of broad, regionally focused accounts.
  • Collaborative pre-defined SE support based on region.
  • An average of sixty (60) accounts in territory.
  • 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, partner sales, 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.

FAQs

What is the role of the Enterprise Acquisition Account Executive at Dynatrace?

The Enterprise Acquisition Account Executive is responsible for driving growth by pursuing new Fortune 5000 logos, focusing on selling Dynatrace's observability SaaS platform to CIOs and IT executives.

What kind of clients will I be working with in this role?

You will be primarily targeting new logo customers, specifically within Fortune 5000 enterprises, and engaging with Vice President and C-level executives.

Can you describe the sales strategy for this position?

The strategy involves executing territory plans, building relationships at the executive level, and utilizing resources like sales engineering and marketing to maximize revenue potential.

What is the expected number of accounts to manage in this role?

An average of sixty (60) accounts in your territory will be managed in this role.

What is the base salary range for this position?

The base salary range for the Enterprise Acquisition Account Executive role is $140,000 - $180,000, depending on experience, skills, and location.

Are there opportunities for professional development and learning?

Yes, Dynatrace offers company-wide learning perks, designated team learning days, and other development opportunities to help employees grow.

What kind of support will I receive while pursuing sales?

You will receive support from an active executive leadership team, focused channel partners, business development resources, and a dedicated sales engineering team.

Is there a performance-based reward system in place?

Yes, the compensation package includes competitive compensation designed to recognize and reward performance.

Do we provide benefits related to mental health and wellness?

Yes, the Employee Assistance Program offers mental health support, and there are designated Wellness Days to help employees recharge.

What is Dynatrace's stance on diversity and equal opportunity in hiring?

Dynatrace is an Equal Opportunity/Affirmative Action employer, ensuring that all qualified applicants receive consideration for employment without regard to various protected characteristics.

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Dynatrace

Cloud done right.

Technology
Industry
1001-5000
Employees
2005
Founded Year

Mission & Purpose

Dynatrace (NYSE: DT) exists to make the world’s software work perfectly. Our unified platform combines broad and deep observability and continuous runtime application security with the most advanced AIOps to provide answers and intelligent automation from data at an enormous scale. This enables innovators to modernize and automate cloud operations, deliver software faster and more securely, and ensure flawless digital experiences. That’s why the world’s largest organizations trust the Dynatrace® platform to accelerate digital transformation.