Value Realization Manager

Dynatrace; Boston (MA); Remote; USD 112,000 - 130,000; Full time

Job summary

A leading technology company is seeking a Value Realization Manager to drive business outcomes through effective value realization strategies. The role involves working closely with sales teams and customers to quantify and articulate the value delivered by the Dynatrace platform. Ideal candidates will have a strong background in consulting and value realization, along with excellent communication and project management skills. This remote position offers competitive compensation and benefits.

Benefits

Unlimited personal time off

Employee stock purchase plan

Medical/dental benefits

Company matching 401(k) plan

Qualifications

• 5+ years in management consulting, corporate strategy, or similar roles.
• 3+ years in value realization.
• Experience in creating compelling presentations with quantitative analyses.

Responsibilities

• Conduct value realization studies and develop business cases.
• Collaborate with sales teams to identify upselling opportunities.
• Track global opportunities and provide feedback on value realization strategy.

Skills

Analytical thinking

Communication

Project management

Presentation skills

Education

Bachelor’s Degree in a technical or financial field

Job description

Dynatrace provides software intelligence to simplify cloud complexity and accelerate digital transformation. With automatic and intelligent observability at scale, our all-in-one platform delivers precise answers about the performance and security of applications, the underlying infrastructure, and the experience of all users to enable organizations to innovate faster, collaborate more efficiently, and deliver more value with dramatically less effort. That’s why many of the world’s largest organizations trust Dynatrace️ to modernize and automate cloud operations, release better software faster, and deliver unrivalled digital experiences.

You will love the benefits of selling Dynatrace

• We are a market share leader & an 11x magic quadrant leader
• We invest more in R&D than some of our competitors’ total revenue, assuring market-leading customer value and quick adoption
• Enjoy our culture of excellence with competitive compensation packages that recognize and reward greatness
• Working with the largest of the Cloud players like AWS, Azure, Pivotal and Google Cloud allows our customers to have the best of 3rd Generation Monitoring in the world. Not to mention we’re fully automated from the start, providing the most advanced solution leveraging our AI machine learning technology

Dynatrace's Value Management team works closely with Dynatrace's prospective and current customers. Within this team, Value Realization Managers work to help customers and internal teams quantify, document, and articulate the value they deliver with the Dynatrace platform, and advise on strategies to unlock more value.

About the Role

This role will be an individual contributor position with high visibility within the global organization and requires demonstration of leadership beyond the immediate span of control. As a Value Realization Manager, you will:

Understand and convey the unique capabilities and value of the Dynatrace platform and how it drives business outcomes.

Work directly with internal partners (Sales and Sales Management but also, Customer Success, Services, Partner leads, Marketing) as well as with external collaborators (customers, partners) to identify and conduct value realization studies and baselines.

You will develop and help present compelling value propositions, proposals, and business cases, and then track post-sales benefit realization in support of Dynatrace’s largest customers and opportunities. This will likely require positioning these business cases in conjunction with the sales team to C-Suite level contacts.

You will work to identify, define, quantify, and deliver business value to prospects and current customers for upselling opportunities.

Help drive enablement of the sales teams to deliver engaging discovery interviews with IT teams to uncover value outcomes and opportunity areas.

Be responsible for the tracking of the global opportunities utilizing value realization and providing model feedback to help improve value realisation strategy.

Be responsible for the underlying value model framework and help develop additions to the model and new value opportunities arise.

Develop and deliver training material in conjunction with the sales enablement team to enable sales teams and the broader ecosystem.

Be the “go-to person” for sales and sales management in your supported territory for value related activities.

Understanding of software deal dynamics and ability to think strategically about driving software opportunities forward.

Ability to work independently and creatively.

Collaborate with the broader enablement and become an active member of the team by leading initiatives that advance our global practice.

Location: This is a remote position. Ideal candidates will reside in the Boston, MA or Detroit, MI area. We will consider those who reside within the Eastern Time Zone (in the U.S.) only.

Travel to customer sites is typically "day trips" and you are in control of your own travel schedule. Travel averages roughly 30%.

Minimum Qualifications

High school diploma or GED required

5+ years of work experience in a management consulting firm, corporate strategy, sales strategy, enterprise finance, business transformation, or other roles which require analytical thinking.

3+ years working in the area of value realization.

Additional Qualifications

Deeply curious about business and broadly interested in variety of customers/issues.

Excellent verbal, written and listening communication skills.

Excellent consulting skill set, including discovery, analysis, quantitative modelling, presentation, persuasion, and project leadership skills.

Comfortable navigating through investor presentations, press releases, earnings transcripts, and financial documents.

Experience with creating and delivering compelling presentations with quantitative analyses.

Strong project management skills and ability to create and deliver end-to-end programs involving successful customer success enablement, demand generation or revenue uplift contribution.

Demonstrated creativity for new initiatives and a "get it done" mentality to achieve results in a fast-paced, highly varied environment.

Background in SaaS technology marketplace if preferrable but not essential.

Bachelor’s Degree in a technical or financial field OR equivalent work experience, advanced degrees a plus.

If you are curious, driven and want to be part of one of Dynatrace's key growth initiatives - this role is for you.

Compensation and rewards

• The salary range for this role is $112,000 - $130,000. Position might be filled at a higher level based on candidate's experience
• 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.

Note to Recruiters and Placement Agencies: Dynatrace LLC (Dynatrace) does not accept unsolicited agency resumes. Please do not forward unsolicited agency resumes to our website or to any Dynatrace employee. Dynatrace will not pay fees to any third party agency or firm and will not be responsible for any agency fees associated with unsolicited resumes. Unsolicited resumes received will be considered property of Dynatrace.

#AD2

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 / EEO is the Law Supplement . To be considered for this position, please upload your resume/CV.

About the company

Dynatrace, Inc. is a global technology company listed on the NYSE that provides a software intelligence platform based on artificial intelligence and automation.

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