Expansion Account Manager - Caribbean

Dynatrace; Miami (NM); On-site; USD 128,000 - 160,000; Full time

Benefits offered by this job

Unlimited personal time off

Employee stock purchase plan

Medical/dental benefits

401(k) plan

Job summary

Dynatrace in the United States seeks an Enterprise Expansion Account Executive to drive land-and-expand growth across enterprise customers. You’ll manage 7–10 existing accounts while pursuing 5–8 new prospects, expanding Dynatrace usage, and upselling where appropriate.

You will collaborate with sales engineers, partners and other functions to develop tailored strategies, engage C-level executives, and close deals in fast-paced environments, delivering measurable revenue gains.

Qualifications

• HS diploma or GED required.
• One year of experience closing enterprise software sales.
• Proven track record selling to executive level across functions.
• Familiar with MEDDPIC and selling to enterprise accounts.

Responsibilities

• Manage 7–10 existing accounts and nurture relationships.
• Engage 5–8 new prospects and convert them into customers.
• Expand Dynatrace usage within existing accounts.
• Collaborate with sales engineers, marketing, legal and finance to tailor solution strategies.
• Develop and execute territory plans to maximize revenue.
• Position Dynatrace against competitors and communicate value to C-levels.

Skills

Enterprise software sales

Executive-level stakeholder management

Sales cycle management

High-velocity sales

Strong communication

Education

HS diploma or GED

Tools

MEDDPIC

Job description

Your role at Dynatrace

We are looking for a candidate to fill a newly created position as an Enterprise Expansion 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 7 to 10 existing customer accounts. Your focus will be on nurturing these relationships and expanding partnerships.

Additionally, you’ll engage with 5 to 8 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. 7-10 customers, 5-8 prospects, with 18 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

• HS diploma or GED AND a minimum of one year 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.
• 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

• The base salary range for this role is $128,000 - $160,000. 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.

Equal Employment Opportunity

All your information will be kept confidential according to EEO guidelines.

We offer competitive compensation, company-sponsored premium benefits, medical, dental, vacation/holidays, company matching 401(k) Plan, etc. 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.

If your disability makes it difficult for you to use this site, please contact [e-mail].

Dynatrace participates in E-Verify, participant information in English and Spanish. Right to work information in English and Spanish. EEO is the Law.