Strategic Account Executive

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

Descrizione del lavoro

Dynatrace in Lombardy, Italy seeks a Strategic Account Executive to drive land-and-expand growth across enterprise accounts. You will manage 5 strategic customer accounts and 1 strategic prospect, building executive relationships and expanding Dynatrace usage across organizations.

You will partner with sales, SDRs, and partners to win new logos and upsell within existing accounts, delivering product demonstrations and tailored pursuit plans to accelerate revenue.

Competenze

• Minimum of 3 years of experience in closing enterprise software sales.
• Track record of enterprise software sales across executive level in customer organizations.
• Ability to manage sales cycles within complex organizations and compress decision cycles.
• Strong organizational and communication skills including negotiation and presentations.
• Fluent in English and Italian.

Mansioni

• Execute territory plans to maximize revenue within regionally focused strategic accounts.
• Collaborate with SE support and partners to drive new logo customers.
• Expand Dynatrace usage within existing accounts and nurture relationships.
• Consult with VP and C-level executives to implement enterprise-wide strategies.
• Generate velocity through product demos, in-market events, and account initiatives.
• Develop networks within named accounts and channel partners to enable broad selling.
• Work with sales engineering, marketing, legal, finance to align solution strategies.
• Ensure customers' implementations are wildly successful.

Conoscenze

Enterprise sales

C-level engagement

Sales planning

Account management

Executive engagement

Formazione

HS diploma or GED or equivalent

Descrizione del lavoro

Your role at Dynatrace

We are looking for a candidate for an Strategic Account Executive In this role, you'll drive sales growth through targeted acquisition and expansion 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 5 strategic customer accounts and 1 strategic prospect. Your focus will be on nurturing these relationships and expanding partnerships.

Additionally, you'll engage with 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. Collaborating closely with our high-performing sales professionals, SDRs, and partners, you'll be on the path toward achieving ultimate success.

• 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.

What will help you succeed

How you (and your Recruiter!) will know that you are a good fit:

• 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
• Fluent in English and Italian

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.

Compensation and Rewards

In our commitment to pay transparency and equity, the base salary range for this position is € 68,000 to € 102,000 gross per year based on full-time employment. If your capabilities align with a more senior level, we still strongly encourage you to apply.

Dynatrace is an Equal Opportunity/Affirmative Action employer. All qualified applicants will receive consideration for employment without regard to race, sex, color, gender identity, religion, national origin, ancestry, citizenship, physical abilities, age, sexual orientation, creed, disability status, veteran status, pregnancy, genetic status, or any other characteristic protected by law.