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Enterprise Expansion Account Executive

3 months ago

Singapur, Singapore Dynatrace Full time
Job Description

We’re looking to fill a newly created position as an Enterprise Expansion Account Executive. In this role, you will focus on new revenue sales across a dedicated named account list of enterprise customers.

This is a “land and expand” opportunity amongst enterprise organizations. As part of your responsibilities, you will manage 5-8 existing customer accounts and your focus will be nurturing and expanding partnerships with these clients. Additionally, you’ll engage with 5 prospective customers, identifying an entry point to introduce Dynatrace.

You’ll benefit from mentorship provided by our award-winning leadership team and collaborate closely with our high-performing sales professionals, SDRs, and partners on the path toward achieving ultimate success.

What you will be focusing on as an Enterprise Expansion Account Executive

 

  • Execute on account plans to deliver maximum revenue potential within a pool of broad, regionally focused accounts.
  • Drive new logo acquisition; while working with existing customers to retain and expand Dynatrace usage.
  • 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 and existing 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 and co-sell 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.

Qualifications

How you (and your Recruiter) will know that you are a good fit to be an Enterprise Expansion Account Executive

 

  • You show a successful track record in Enterprise software sales.
  • You thrive in high velocity situations and can think/act with a sense of urgency.
  • Your organizational, communication, negotiation and presentation skills are top-notch.
  • You have experience with account mapping and planning.
  • You are a motivated and tenacious self-starter who consistently delivers high performance against quota driven by Vice President and C-level relationships.
  • You can manage sales cycles within complex organizations, while compressing decision cycles.
  • You have outstanding communication (written and oral), negotiation and presentations skills.
  • You know how to collaborate internally across all supporting resources within sales to maximize your effectiveness and advance the sales process
  • You possess MEDDIC framework experience.
  • You possess APM experience (just a plus -- not necessary)


Additional Information

  • 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.