Strategic Enterprise Account Manager

dynaTrace software GmbH; United States; Remote; USD 80,000 - 150,000; Full time

Job summary

An established industry player is seeking a Strategic Enterprise Account Executive to drive sales within Fortune 100 companies. This role involves managing key accounts, developing executive-level relationships, and leveraging innovative solutions to maximize business value. The position offers a unique opportunity to work with cutting-edge technologies and contribute to a culture that embraces creativity and collaboration. Join a team dedicated to delivering exceptional software solutions and enjoy a supportive environment that fosters professional growth and development. If you're a motivated self-starter with a passion for technology and sales, this is the perfect opportunity for you.

Benefits

Attractive compensation packages

Stock purchase options

Career development program

Relocation support

Qualifications

• Proven success in enterprise software sales at the executive level.
• Ability to manage complex sales cycles and cultivate executive relationships.

Responsibilities

• Execute account plans to maximize revenue from named accounts.
• Grow a portfolio of Strategic Enterprise level clients effectively.
• Collaborate with internal teams to develop customer solutions.

Skills

Enterprise software sales

Executive level communication

Sales cycle management

Negotiation skills

Relationship building

Business plan execution

High-velocity sales

Job description

Your role at Dynatrace

We are looking to fill a newly created position as a Strategic Enterprise Account Executive to generate velocity and focus on sales within EU institutions and NATO. As a Strategic Enterprise Account Executive at Dynatrace, you will work with the largest companies in the world to shape and lead Dynatrace’s Go To Market in the Fortune 100. You will manage 2-3 named accounts of existing customers along with 2-3 prospective accounts to identify an entry point to introduce Dynatrace. We are looking for you to bring knowledge and proven success operating in the technology space and selling at the executive level with an APM centric approach. This is an opportunity to leverage hyperscalers in a platform sale in the end-to-end observability and security space.

What you will be focusing on as a Strategic Enterprise Account Executive

1. Execute on account plans to deliver maximum revenue potential within a pool of 2-3 Enterprise named accounts, with 2-3 prospects.
2. Proactively manage and grow a portfolio of assigned Strategic Enterprise level clients.
3. Designated SE support at a 1:1.5 ratio within region.
4. Understand how our solutions address executive level challenges.
5. Maintain accurate forecasts and report to the sales leader on the status of new and expansion opportunities, leveraging the MEDDPIC framework.
6. 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.
7. Generate velocity by establishing Dynatrace in new markets through product demonstrations, in-market events, and account specific initiatives.
8. Develop a contact network within named accounts and channel partners to ensure Dynatrace can be sold broadly and effectively.
9. 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.
10. Ensure your customers’ implementations are wildly successful.

What will help you succeed

Preferred Requirements: A successful track record in Enterprise software sales across many business functions within the executive level of a customer. Ability to manage sales cycles within complex organizations, while compressing decision cycles. Experience selling across the c-suite, cultivating executive relationships and closing six-figure deals. Outstanding organizational and communication skills (written and oral, negotiation and presentations skills). Confidence in building a diverse territory plan and have familiarity in leveraging a sales ecosystem. Proven experience in acquiring new business. Thrive in high-velocity situations and can think/act with a sense of urgency. Motivated and tenacious self-starter who consistently delivers high performance against quota, driven by VP- and C-level relationships. Know how to build and execute business plans and sales plays. Know how to collaborate and co-sell internally across all supporting resources to maximize your effectiveness and advance the sales process (MEDDPIC). Familiar with the observability and modern application market.

Why 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 that is being shaped by the diverse personalities, expertise, and backgrounds of our global team.
A relocation team that is eager to help you start your journey to a new country, always there to support and by your side.
Attractive compensation packages and stock purchase options with numerous benefits and advantages.