Strategic Acquisition Account Manager (Remote Cdmx)

Dynatrace; Ciudad de México; Hybrid; MXN 1,500,000 - 2,100,000; Full time

Job summary

Dynatrace busca un Strategic Enterprise Account Manager (Remoto CDMX) para liderar ventas a grandes empresas y orquestar iniciativas de cuenta a nivel ejecutivo. Gestionará un portafolio de 8 cuentas con prospectos activos, construyendo relaciones con VP/C-level y cerrando acuerdos significativos en un entorno de alta velocidad.

El rol requiere experiencia en software empresarial, capacidad para trabajar con equipos multidisciplinarios y una mentalidad orientada a resultados, con énfasis en

Qualifications

• Historial probado de ventas de software empresarial en adquisiciones a nivel ejecutivo.
• Capacidad para gestionar ciclos de ventas en organizaciones complejas y acortar ciclos de decisión.
• Experiencia vendiendo a nivel c-suite, cultivando relaciones ejecutivas y cerrando acuerdos de seis cifras.
• Excelentes habilidades organizativas y de comunicación (escrita y oral, negociación y presentaciones).
• Confianza para crear y ejecutar planes de territorio aprovechando un ecosistema de ventas.
• Experiencia comprobada en adquisición de nuevos negocios.
• Capacidad para prosperar en entornos de alta velocidad y actuar con sentido de urgencia.
• Motivado y proactivo, impulsado por relaciones con VP y cargos C-level.
• Conocer cómo construir y ejecutar planes de negocio y estrategias de ventas (MEDDPIC) y colaborar internamente para maximizar la efectividad.
• Familiaridad con el mercado de observabilidad y aplicaciones modernas.

Responsibilities

• Ejecutar planes de cuenta para maximizar el potencial de ingresos dentro de un grupo de 8 cuentas de prospectos.
• Gestionar un portafolio de clientes estratégicos 100% prospectando para identificar puntos de entrada a Dynatrace.
• Demostrar soluciones y posicionar a Dynatrace ante ejecutivos para diseñar estrategias empresariales efectivas.
• Mantener pronósticos precisos y reportar a la dirección de ventas utilizando MEDDPIC.
• Colaborar con VP y ejecutivos C para desarrollar e implementar una estrategia que maximice el valor entregado.
• Generar velocidad al introducir Dynatrace en nuevos mercados mediante demostraciones, eventos y planes específicos de cuentas.
• Desarrollar una red de contactos dentro de cuentas nombradas y socios de canal para vender de forma amplia y efectiva.
• Trabajar con áreas como ingeniería de ventas, marketing, legal y finanzas para diseñar y ejecutar soluciones que satisfagan las necesidades del cliente.
• Asegurar que las implementaciones de los clientes sean exitosas.

Job description

Strategic Acquisition Account Manager (Remote CDMX)

Empresa: Dynatrace

Tipo de empleo: Tiempo completo

Descripción del trabajo - Strategic Acquisition Account Manager (Remote CDMX)

We are looking to fill a newly created position as a Strategic Enterprise Account Executive to generate velocity and focus on enterprise sales across multiple segments in multiple industries. As a Strategic Enterprise Account Executive at Dynatrace, you will work with the largest companies in the world to shape and lead Dynatrace’s Go To Market in the Fortune 100.

• You will manage 8 accounts of 100% Prospecting to identify an entry point to introduce Dynatrace.
• We are looking for you to bring knowledge and proven success operating in the technology space and selling at the executive level with an technology approach.
• This is an opportunity to leverage hyperscalers in a platform sale in the end-to-end observability and security space.
• What you will be focusing on as a Strategic Enterprise Account Executive Execute on account plans to deliver maximum revenue potential within a pool of 100% prospects and will be 8 Accounts.
• Proactively manage and grow a portfolio of assigned Strategic Enterprise level clients. Designated SE support at a 1:1.5 ratio within region.
• Understand how our solutions address executive level challenges.
• Maintain accurate forecasts and report to the sales leader on the status of new and expansion opportunities, leveraging the MEDDPIC framework.
• 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:

• A successful track record in Acquisition Enterprise software sales across many business functions within the executive level of a customer.
• Ability to manage sales cycles within complex organizations, while compressing decision cycles.
• Experience selling across the c-suite, cultivating executive relationships and closing six-figure deals.
• Outstanding organizational and communication skills (written and oral, negotiation and presentations skills).
• Confidence in building a diverse territory plan and have familiarity in leveraging a sales ecosystem.
• Proven experience in acquiring new business.
• Thrive in high-velocity situations and can think/act with a sense of urgency.
• Motivated and tenacious self-starter who consistently delivers high performance against quota, driven by VP- and C-level relationships.
• Know how to build and execute business plans and sales plays. Know how to collaborate and co-sell internally across all supporting resources to maximize your effectiveness and advance the sales process (MEDDPIC).
• Familiar with the observability and modern application market.

Why you will love being a Dynatracer

• A one-product software company creating real value for the largest enterprises and millions of end customers globally, striving for a world where software works perfectly.
• Working with the latest technologies and at the forefront of innovation in tech on scale; but also, in other areas like marketing, design, or research.
• A team that thinks outside the box, welcomes unconventional ideas, and pushes boundaries.
• An environment that fosters innovation, enables creative collaboration, and allows you to grow.
• A globally unique and tailor-made career development program recognizing your potential, promoting your strengths, and supporting you in achieving your career goals.
• A truly international mindset that is being shaped by the diverse personalities, expertise, and backgrounds of our global team.
• A relocation team that is eager to help you start your journey to a new country, always there to support and by your side.
• Attractive compensation packages and stock purchase options with numerous benefits and advantages.