Enterprise Acquisition Account Executive - Defence

TN United Kingdom; Maidenhead; On-site; GBP 60,000 - 100,000; Full time

Job summary

An established industry player is seeking a dynamic Enterprise Acquisition Account Executive to drive sales growth across various sectors. In this pivotal role, you will focus on nurturing existing customer relationships while engaging with potential clients to introduce innovative solutions. Your expertise in software sales, particularly in the Defence vertical, will be crucial as you execute territory plans and collaborate with a high-performing team. This position offers mentorship from award-winning leaders and the opportunity to work with cutting-edge technologies in a culture that values excellence and rewards performance.

Benefits

Competitive Compensation Packages

Mentorship from Leadership

Work with Major Cloud Providers

Cutting-edge Technologies

Qualifications

• Successful track record in software sales at executive levels.
• Experience in managing complex sales cycles and acquiring new business.
• Strong communication and organizational skills.

Responsibilities

• Drive sales growth through targeted acquisition efforts.
• Manage relationships with existing customers and prospects.
• Collaborate with various functional areas to meet customer needs.

Skills

Software Sales

Communication Skills

Negotiation Skills

Organizational Skills

Sales Cycle Management

Territory Planning

Business Development

Collaboration

Education

Bachelor's Degree

Tools

MEDDPIC

Job description

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Client:

Dynatrace

Location:

Job Category:

-

EU work permit required:

Yes

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Job Reference:

62119b68e7f9

Job Views:

16

Posted:

05.05.2025

Expiry Date:

19.06.2025

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Job Description:

Job Description

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 0 to 2 existing customer accounts. Your focus will be on nurturing these relationships and expanding partnerships. Additionally, you’ll engage with 35 to 40 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 public sector, Defence focused accounts.
• Collaborative pre-defined SE support based on region.
• 0-2 customers, 35-40 prospects, with 40 total accounts.
• 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.

Qualifications

Preferred Requirements:

• You show a successful track record in software sales across many business functions within the executive level of a customer.
• You have sold into the Defence vertical.
• 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.

Additional Information

Why you will love selling and working with our Dynatrace platform

• 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.