Federal Account Executive, FSI (Remote, DMV)

dynaTrace software GmbH; Oxon Hill (MD); Remote; USD 150,000 - 180,000; Full time

Job summary

A leading company in unified observability and security seeks an Account Executive to manage and grow customer relationships across a global scale. The role involves driving customer strategies, creating strategic plans, and influencing large-scale enterprise decisions. Candidates should have a strong track record in enterprise software sales, particularly within large public sector accounts, and must excel at relationship building and negotiations. The position offers competitive compensation and extensive benefits, including unlimited personal time off and a company matching 401(k) plan.

Benefits

Unlimited personal time off

Employee stock purchase plan

Medical/dental benefits

Company matching 401(k) plan

Qualifications

• 3-4 years of experience in closing enterprise software sales.
• Experience in large public sector accounts at executive level.
• Successful track record in complex deal negotiations.

Responsibilities

• Manage growth & adoption of the Dynatrace platform in assigned accounts.
• Drive customer’s corporate & cloud strategies.
• Develop long-term C-level relationships.

Skills

Enterprise software sales

Negotiation

Consultative approach

Relationship building

Business acumen

Education

HS diploma or GED

Job description

Your role at Dynatrace

• Manage growth & adoption of our Dynatrace platform into assigned accounts on a global basis, whilst working with local sales and support teams across various GEOs
• Drive customer’s long-term corporate & cloud strategies with accompanying roadmap
• Create a holistic strategic account plan with key initiatives that will drive strategy realization over a 2-3 year period
• Define & detail a prioritized key initiative plan jointly with customer stakeholders
• Map stakeholders to govern the current & future relationship, as well as to ensure that the Dynatrace assigned executive sponsor is appropriately engaged
• Mobilize & execute the end-to-end land, adopt (consume & promote), and grow ARR strategy
• Leverage the Dynatrace services, support, partner, and hyper scale ecosystems to expand the Dynatrace footprint through innovation and collaboration
• Develop long-term C-level relationships
• Influence & lead a virtual team of resources from various LoBs, functions, and geographies

What will help you succeed

Minimum Requirements:

• HS diploma or GED AND a minimum of 3-4 years of experience in closing enterprise software sales.

Preferred Requirements:

• You have extensive experience of enterprise selling experience in large public sector accounts at the executive level
• You have a successful track record of handling large complex deal negotiations and global contracts
• You previously have stood as a primary account manager or team leader for a large, globally federated enterprise working with multiple business units (influencing governance and policy is a plus!)
• You can navigate across the business and the customer in a trusted advisor/consultative approach; and establish credibility quickly with senior-level executives across the organizations
• You understand Observability, Security and/or technology-as-a-service space (Infrastructure-as-a-Service, Software-as-a-Service, Platform-as-a-Service)
• You can bring your sales or consulting expertise and business acumen dealing with complex business software/IT solutions and global contracts
• You have knowledge of the IT ecosystem in large, global, enterprises

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 $150,000 - $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.