Mumbai Enterprise Account Manager

Dynatrace; Mumbai; On-site; INR 1,500,000 - 2,700,000; Full time

Job summary

Dynatrace is seeking an Account Manager in Mumbai, India to drive sales growth with a land-and-expand strategy. You will manage 0–2 existing customer accounts while engaging 35–40 prospects and expanding Dynatrace usage across enterprise-grade organizations.

You’ll collaborate with sales engineers, marketing, legal, finance and partners to craft effective solution strategies that meet customer needs. You will engage with VP and C‑level executives to develop enterprise-wide plans, build a contact

Qualifications

• Successful track record in enterprise software sales across multiple business functions.
• Ability to manage sales cycles within complex organizations and accelerate decision-making.
• Outstanding organizational and communication skills (written and oral) and strong presentation abilities.
• Proven experience in acquiring new business and building diverse territory plans.

Responsibilities

• Execute territory plans to maximize revenue within a broad regional account pool.
• Collaborative pre-defined SE support based on region.
• Manage 0–2 customers and 35–40 prospects across 40 total accounts.
• Drive new logo customers and land-and-expand of Dynatrace usage.
• Consult with VP/C-level executives to develop enterprise-wide strategies and maximize value.

Skills

Enterprise software sales

Strategic account management

Territory planning

Executive communication

Negotiation

Sales cycle management

Relationship building

MEDDPIC knowledge

Cross-functional collaboration

Quota attainment

Job description

Job Description:

Your role at Dynatrace

We are looking for a candidate to fill an Account Manager role. 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.

Location: Mumbai, India

What you will be focusing on as an Account Manager:

• 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.
• 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.

What Will Help You Succeed

• 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.