Federal Account Executive, Civilian - Dept. of Homeland Security (Remote, DMV)

Dynatrace; Washington (District of Columbia); Hybrid; USD 128,000 - 160,000; Full time

Benefits offered by this job

Equity & RSUs

401(k) plan

Unlimited PTO

Wellness days

Premium medical & dental

Job summary

Dynatrace LLC is hiring an enterprise software sales leader to drive growth across assigned accounts globally, collaborating with local sales and support teams across GEOs.

You will create a holistic strategic account plan, map stakeholders, and lead a virtual cross-LOB team to land, adopt, and grow ARR while engaging C-level executives. Travel up to 30% required. Benefits include base salary, commission, equity, and a global, innovative culture at a leading observability company.

Qualifications

• HS diploma or GED and 3+ years closing enterprise software deals.
• Ability to manage sales cycles in complex organizations and accelerate decision-making.
• Experience selling into Federal accounts, including DHS success.
• Excellent written/verbal communication, negotiation and presentations.
• Collaborates across sales and supporting resources to advance deals.
• MEDDIC experience is preferred.

Responsibilities

• Manage global accounts and drive land, adopt and grow ARR across GEOs.
• Develop holistic strategic account plans with stakeholders and executive sponsorship.
• Lead virtual cross-functional teams to execute sales strategies and accelerate cycles.
• Map stakeholders to govern current and future relationships and formalize executive sponsorship.
• Travel up to 30% within the region and align with Dynatrace services and partners.

Skills

MEDDIC experience

Enterprise software sales

Federal accounts

Stakeholder negotiation

Account mapping

Education

High School Diploma or GED

Job description

Your role at DynatraceManage growth & adoption of our Dynatrace platform into assigned accounts on a global basis, whilst working with local sales and support teams across various GEOsDrive customer’s long-term corporate & cloud strategies with accompanying roadmapCreate a holistic strategic account plan with key initiatives that will drive strategy realization over a 2-3 year periodDefine & detail a prioritized key initiative plan jointly with customer stakeholdersMap stakeholders to govern the current & future relationship, as well as to ensure that the Dynatrace assigned executive sponsor is appropriately engagedMobilize & execute the end-to-end land, adopt (consume & promote), and grow ARR strategyLeverage the Dynatrace services, support, partner, and hyper scale ecosystems to expand the Dynatrace footprint through innovation and collaborationDevelop long-term C-level relationshipsInfluence & lead a virtual team of resources from various LoBs, functions, and geographiesWhat will help you succeedMinimum Requirements:HS diploma or GED AND at least 3 years of experience in closing enterprise software sales.Preferred Requirements:You are able to manage sales cycles within complex organizations; while compressing decision cyclesSpecific experience selling into Federal accounts, including proven DHS sales successYou have outstanding communication (written and oral), negotiation and presentations skillsYou know how to collaborate internally across all supporting resources within sales to maximize your effectiveness and advance the sales processYou show a successful track record in Enterprise software salesYou thrive in high-velocity situations and can think/act with a sense of urgencyYour organizational, communication, negotiation and presentation skills are top-notchYou have experience with account mapping and planningYou are a motivated and tenacious self-starter who consistently delivers high performance against quota driven by VP- and C-level relationshipsYou possess MEDDIC experienceYou possess observability experience (just a plus - not necessary)Up to 30% of travel required within the regionWhy 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 with Dynatracers from different countries & cultures all over the world, and English as the corporate language that connects us all• A culture that is being shaped by the diverse personalities, expertise, and backgrounds of our global team.Compensation and RewardsAt Dynatrace, total compensation for this role is made up of a strong base salary, a lucrative variable commission structure, and equity.Base Salary Range: $128,000 - $160,000. Your exact offer will be based on your unique experience, skill set, education, and geographic location.Variable Pay: Additional commission tied directly to your success and performance targets.Beyond your cash compensation, Dynatrace offers a comprehensive rewards package designed to support your life, well-being, and long-term wealth, including:Equity & Financial Future: Eligibility for Restricted Stock Units (RSUs), an Employee Stock Purchase Plan (ESPP), and a company-matched 401(k) program.Time to Recharge: Unlimited personal time off (PTO) and 4 Dynatrace Wellness Days a year.Health & Wellness: Premium medical and dental benefits.Equal Employment OpportunityAll 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 . To be considered for this position, please upload your resume/CV.Note to Recruiters and Agencies : Thank you for your interest in Dynatrace. Please note that we do not accept unsolicited agency resumes —do not forward them via our website or directly to Dynatrace employees. Dynatrace will not pay fees for unsolicited resumes, and any resumes received this way will be considered the property of Dynatrace.Benefits and work-life perksWe offer best-in-class core rewards, including paid time off, financial security benefits, retirement savings plans, and health insurance. Beyond that, you’ll get other benefits and work-life perks designed to make your ride with us even more rewarding.Mental health supportOur Employee Assistance Program, powered by Telus Health, offers support for you and your family members.Wellness DaysFour company-designated extra paid days off for you to recharge batteries.FlexibilityOur hybrid working model and flexible working hours offer you the flexibility you need.AI-driven workflowsUse AI as your daily teammate to automate tasks and focus on what matters.Learn & developCompany-wide learning perks, designated team's learning days, and more.Volunteering dayA day of paid volunteer time to support a community or cause you care about.Regular team eventsWe host Global Culture Parties, Family & Friends at Work Day, Global Breakfasts, Green Weeks, Pride Month, and beyond!International vibeMost of our offices and teams are proudly multicultural. English is our shared language, but we embrace and learn from each other's cultures.Rewards vary depending on your employment type. Some benefits and perks also differ by location — explore your city to see what’s available there.About DynatraceDynatrace (NYSE: DT) is the leading AI-powered observability and security platform. We're advancing observability for today's digital businesses, helping transform modern digital ecosystems' complexity into powerful business assets.Our AI-driven insights cut through the noise, allowing customers to focus on what truly matters by automating manual tasks and resolving issues with pinpoint accuracy. Dynatrace offers simplicity, clarity, and reliability at scale to ensure teams can make informed decisions, minimize downtime, and drive their business forward with confidence.