Enterprise Acquisition Account Executive (Chicago)

Dynatrace; Chicago (IL); On-site; USD 140,000 - 180,000; Full time

Benefits offered by this job

Unlimited PTO

Stock purchase plan

Medical/dental benefits

401(k) match

Job summary

Dynatrace is seeking an Enterprise Acquisition Account Executive to drive land-and-expand growth with enterprise-grade organizations. You will manage 2-4 existing accounts and engage 35-40 new prospects, partnering with SDRs, sales engineers and channel partners to close strategic deals and expand Dynatrace usage.

You will collaborate with VP and C-level executives to map account strategies, execute territory plans, and move deals through MEDDPIC-informed processes, positioning Dynatrace against

Qualifications

• Track record in enterprise software sales across multiple business functions at executive level.
• Ability to manage complex sales cycles and compress decision timelines.
• Strong written, verbal, negotiation, and presentation skills.

Responsibilities

• Execute on territory plans to maximize revenue within regionally focused accounts.
• Collaborate with SEs, marketing, legal, finance and partners to craft solution strategies.
• Drive 2-4 existing accounts and 35-40 prospects, totaling 40 accounts.
• Differentiate Dynatrace through product demonstrations and in-market events.
• Build contact networks within named accounts and channel partners.

Skills

Enterprise Sales

Land and Expand

Executive Engagement

Job description

Your role at Dynatrace

We are looking for 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 2-4 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 broad, regionally focused accounts.

• Collaborative pre-defined SE support based on region.

• 2-4 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

Preferred Requirements:

• 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.

Compensation and Rewards

Compensation and rewards

• The base salary range for this role is $140,000 - $180,000. When determining your salary, we consider your experience, skills, education, and work location.

• Our total compensation package includes unlimited personal time off, an employee stock purchase plan, and a reward system.

• We also offer medical/dental benefits, and a company matching 401(k) plan for retirement.

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.