Lead Strategic Enterprise Account Manager

Dynatrace; Sydney; On-site; AUD 170,000 - 260,000; Full time

Job summary

Dynatrace in Australia seeks an accomplished enterprise technology sales leader to drive two strategic BFSI accounts. You will own account planning, executive engagement, and large-scale expansion opportunities across the financial services sector.

You will partner with cross-functional teams to advance cloud, AI, observability, security, and digital transformation initiatives, delivering growth, accurate forecasting, and long-term customer impact.

Qualifications

• 12+ years of enterprise technology sales experience.
• Proven success managing large enterprise or strategic BFSI accounts.
• Consistent track record of exceeding quota in complex, high-value enterprise sales.
• Experience selling SaaS, cloud, observability, cybersecurity, or adjacent enterprise software solutions.
• Experience engaging and influencing CIO, CTO, CISO, VP, and Board-level stakeholders.
• Strong account planning, territory management, and executive presentation skills.
• Ability to navigate long and complex buying cycles involving multiple business and technical stakeholders.

Responsibilities

• Develop and execute strategic account plans to drive growth and maximize revenue across.
• Build strong executive relationships with CIOs, CTOs, Heads of Engineering, Reliability, Platform, Security, and Digital Transformation leaders.
• Identify, create, and close sizeable expansion and transformation opportunities.
• Position Dynatrace as a strategic partner across observability, cloud modernization, AI adoption, security, automation, and digital experience initiatives.
• Drive complex enterprise sales cycles from discovery through negotiation and close.
• Collaborate closely with Sales Engineering, Customer Success, Professional Services, Marketing, Partners, and Executive Leadership teams.
• Lead account planning, whitespace analysis, pipeline generation, forecasting, and territory strategy.
• Leverage MEDDPICC and value-based selling methodologies to qualify and advance opportunities.
• Develop a deep understanding of each customer's business objectives, technology priorities, and transformation initiatives.
• Maintain accurate forecasting and provide regular business updates to leadership.

Skills

Enterprise sales

Account planning

Executive engagement

Forecasting & pipeline

MEDDPICC / value selling

SaaS / cloud / observability

Job description

Your role at Dynatrace

Dynatrace exists to make the world's software work perfectly. Our unified observability and security platform combines broad and deep observability, continuous runtime application security, and advanced AIOps to deliver answers and intelligent automation from data.

What you will be focusing on

• Develop and execute strategic account plans to drive growth and maximize revenue across
• Build strong executive relationships with CIOs, CTOs, Heads of Engineering, Reliability, Platform, Security, and Digital Transformation leaders.
• Identify, create, and close sizeable expansion and transformation opportunities.
• Position Dynatrace as a strategic partner across observability, cloud modernization, AI adoption, security, automation, and digital experience initiatives.
• Drive complex enterprise sales cycles from discovery through negotiation and close.
• Collaborate closely with Sales Engineering, Customer Success, Professional Services, Marketing, Partners, and Executive Leadership teams.
• Lead account planning, whitespace analysis, pipeline generation, forecasting, and territory strategy.
• Leverage MEDDPICC and value-based selling methodologies to qualify and advance opportunities.
• Develop a deep understanding of each customer's business objectives, technology priorities, and transformation initiatives.
• Maintain accurate forecasting and provide regular business updates to leadership.

What will help you succeed

Required experience

• 12+ years of enterprise technology sales experience.
• Proven success managing large enterprise or strategic accounts within Financial Services, Banking, Insurance, or FinTech sectors.
• Consistent track record of exceeding quota in complex, high-value enterprise sales environments.
• Demonstrated success selling SaaS, cloud, observability, infrastructure, cybersecurity, DevOps, AIOps, or adjacent enterprise software solutions.
• Experience engaging and influencing CIO, CTO, CISO, VP, and Board-level stakeholders.
• Strong account planning, territory management, and executive presentation skills.
• Ability to navigate long and complex buying cycles involving multiple business and technical stakeholders.

Preferred experience

• Existing relationships within large Australian banking or financial services organizations.
• Experience working with hyperscalers and strategic ecosystem partners including AWS, Microsoft Azure, or Google Cloud.
• Background selling observability, cloud operations, software intelligence, security, or digital transformation solutions.
• Exposure to enterprise frameworks such as MEDDPICC, Command of the Message, Challenger, or Value Selling.

Why this role is exciting

• Own two of Dynatrace's most strategic BFSI accounts in Australia.
• Influence digital transformation initiatives at some of the country's most sophisticated financial institutions.
• Partner with executive leaders on cloud, AI, resilience, automation, and security programs.
• Join a market-leading platform company consistently recognized by analysts and customers.
• Be part of a high-performing ANZ Strategic Enterprise team focused on long-term growth and customer impact.

What success looks like

• Growth of existing ARR and creation of significant new revenue opportunities.
• Expansion of executive relationships across both accounts
• Increased adoption of the Dynatrace platform across strategic business units.
• Accurate forecasting and disciplined pipeline management.

Why you will love being a Dynatracer

• A one-product software company creating real value for the largest enterprises and millions of end customers globally, striving for a world where software works perfectly.
• Working with the latest technologies and at the forefront of innovation in tech on scale; but also, in other areas like marketing, design, or research.
• A team that thinks outside the box, welcomes unconventional ideas, and pushes boundaries.
• An environment that fosters innovation, enables creative collaboration, and allows you to grow.
• A globally unique and tailor-made career development program recognizing your potential, promoting your strengths, and supporting you in achieving your career goals.
• A truly international mindset that is being shaped by the diverse personalities, expertise, and backgrounds of our global team.
• A relocation team that is eager to help you start your journey to a new country, always there to support and by your side.
• Attractive compensation packages and stock purchase options with numerous benefits and advantages.