Enterprise Acquisition Account Executive

Dynatrace; München; Vor Ort; EUR 90.000 - 150.000; Vollzeit

Zusammenfassung

Dynatrace is seeking an Enterprise Acquisition Account Executive to accelerate growth by acquiring new enterprise customers and expanding relationships with existing accounts. You will manage a territory, engage with VP and C-level stakeholders, and collaborate with sales engineers, marketing and partners to craft targeted strategies.

You will lead demonstrations, run in-market events, and drive cross-sell and upsell opportunities while maintaining a strong focus on achieving quota in a

Qualifikationen

• Fluent in German and English.
• Proven track record in enterprise software sales at executive level.
• Capable of managing complex sales cycles and compressing decision cycles.
• Excellent organizational and communication skills.
• Experience building territory plans and leveraging a sales ecosystem.
• Proven ability to acquire new business.
• Thrives in high-velocity environments and acts with urgency.
• Motivated self-starter who delivers against quota via VP/C-level relationships.
• Experience collaborating cross-functionally and co-selling (MEDDPIC).
• Familiar with observability and modern application market.

Aufgaben

• Execute territory plans to maximize revenue within regional accounts.
• Collaborate with Solution Engineers for regional support.
• Drive new logo customers, land and expand Dynatrace usage.
• Consult with VP and C-level executives to build enterprise strategies.
• Generate velocity with product demos, in-market events, and account-specific initiatives.
• Develop a contact network across named accounts and partners.
• Ensure successful implementations for customers.

Kenntnisse

German fluency

English fluency

Enterprise software sales

Sales cycle optimization

Organizational skills

Territory planning

New business acquisition

High-velocity selling

VP/C-level engagement

MEDDPIC familiarity

Observability market knowledge

Jobbeschreibung

Your role at Dynatrace

We are looking for a candidate to fill a newly created position as an Enterprise Acquisition Account Executive. In this role, you will drive sales growth through targeted acquisition efforts across various industry segments. It’s all about a “land and expand” approach amongst enterprise-grade organizations. As part of your responsibilities, you’ll oversee approximately 4 existing customer accounts. Your focus will be on nurturing these relationships and expanding partnerships. Additionally, you’ll engage with approximately 55 potential customers, introducing them to our offerings. After successfully converting prospects, you’ll have the chance to maintain those accounts and explore opportunities for upselling and cross selling our solutions. Additionally, you’ll benefit from mentorship provided by our award-winning leadership team. Collaborating closely with our high-performing sales professionals, SDRs, and partners, you’ll be on the path toward achieving ultimate success.

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

• Execute on territory plans to deliver maximum revenue potential within a pool of broad, regionally focused accounts.
• Collaborative pre-defined Solution Engineer support based on region.
• 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, 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.

What will help you succeed

Preferred Requirements:

• You are fluent in German and English.
• 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.

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.
• You’ll get to work at the forefront of innovation with Dynatrace Intelligence—the industry's first agentic operations system. Bringing together deterministic and agentic AI, it helps teams understand what's happening, why it matters, and what to do next— automatically.
• Over 50% of the Fortune 100 companies are current customers of Dynatrace.