Enterprise Strategic Account Growth Lead

Dynatrace; Milano; In loco; EUR 68.000 - 102.000; Tempo pieno

Descrizione del lavoro

Dynatrace is seeking a Strategic Account Manager in Italy (Milano) to drive land-and-expand growth across enterprise software customers. You will manage 5 strategic accounts and 1 strategic prospect, engaging with VP/C-level executives to maximize value and drive upsell opportunities.

Collaborate with sales engineers, marketing, legal, finance and partners to develop and execute a solution strategy, with a focus on new logos and expanding usage in existing accounts.

Competenze

• Minimum of 3 years of experience in closing enterprise software sales.
• 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.
• HS diploma or GED or equivalent

Mansioni

• Execute on territory plans to deliver maximum revenue potential within a pool of regionally focused strategic accounts.
• Collaborative pre-defined SE support based on region.
• Drive new logo customers whilst also focusing on expanding Dynatrace usage within existing accounts.
• 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.

Conoscenze

Enterprise software sales

Executive engagement

Communication skills

Negotiation

Territory planning

Formazione

HS diploma or GED or equivalent

Descrizione del lavoro

Dynatrace is seeking a Strategic Account Manager in Italy (Milano) to drive land-and-expand growth across enterprise software customers. You will manage 5 strategic accounts and 1 strategic prospect, engaging with VP/C-level executives to maximize value and drive upsell opportunities.

Collaborate with sales engineers, marketing, legal, finance and partners to develop and execute a solution strategy, with a focus on new logos and expanding usage in existing accounts.