Enterprise Expansion Account Executive (Remote, Texas)

dynaTrace software GmbH; Town of Texas (WI); Remote; USD 125,000 - 155,000; Full time

Job summary

Join a leading company in unified observability and security as an Enterprise Expansion Account Executive. In this role, you'll drive sales growth through direct engagement with existing and potential enterprise customers. Your responsibilities will include developing strong relationships, executing territory plans, and ensuring successful customer implementations. With a culture of excellence and competitive compensation packages, Dynatrace offers a dynamic environment for professional growth.

Benefits

Unlimited personal time off

Employee stock purchase plan

Medical and dental benefits

401(k) matching plan

Qualifications

• Minimum of 3 years in enterprise software sales.
• Track record in managing sales cycles and closing deals.
• Ability to communicate effectively with executives.

Responsibilities

• Drive sales growth through acquisition and expansion.
• Nurture 4-6 existing customer accounts while engaging 15-18 prospects.
• Collaborate with executive-level customers to develop effective strategies.

Skills

Organizational skills

Communication skills

Negotiation skills

Presentation skills

Sales cycle management

Relationship building

Education

HS diploma or GED

Job description

Your role at Dynatrace

We are looking for a Enterprise Expansion Account Executive. In this role, you will 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 4 to 6 existing customer accounts. Your focus will be on nurturing these relationships and expanding partnerships.

Additionally, you’ll engage with 15 to 18 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 Enterprise accounts.
• Collaborative pre-defined SE support based on region. 4-6 customers, 15-18 prospects, with 24 total accounts.
• 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

Minimum Requirements:

• HS diploma or GED
• A minimum of 3 years of experience in closing enterprise software sales.

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.
• The Dynatrace platform uses cutting-edge technologies, including our own Davis hypermodal AI, to help our customers modernize and automate cloud operations, deliver software faster and more securely, and enable flawless digital experiences.
• Over 50% of the Fortune 100 companies are current customers of Dynatrace.

Compensation and Rewards

• The base salary range for this role is $125,000 - $155,000. 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.