Company Description

Dynatrace exists to make the world’s software work perfectly. Our unified software intelligence platform combines broad and deep observability and continuous runtime application security with the most advanced AIOps to provide answers and intelligent automation from data at an enormous scale. This enables innovators to modernize and automate cloud operations, deliver software faster and more securely, and ensure flawless digital experiences. That is why the world’s largest organizations trust Dynatrace® to accelerate digital transformation. 

Job Description

At Dynatrace, our drive for innovation is unparalleled, and that’s why customers like Delta, SAP and others succeed with our products. Our fast-paced Sales team is refocusing and redefining our sales structure. We are looking to fill a newly created position called a Strategic Acquisition Account Executive to generate velocity and focus on acquisition sales across multiple segments in multiple industries. It’s all about a “land and expand” approach amongst enterprise-grade organizations. You can expect 1-2 named accounts of existing customers whom you will nurture and expand partnerships with, as well as 30-40 prospect customers whom you will find an entry point to introduce Dynatrace. Once you win over prospects, you get the opportunity to hold onto that account and will be able to upsell and cross-sell our solutions. You will be mentored by our award-winning leadership team and work closely with our top-performing sales pros, SDRs and Partners to assist you for a path to ultimate success.

What you will be focusing on as a Strategic Acquisition AE

• Execute on territory plans to deliver maximum revenue potential within a pool of broad, regionally focused accounts
• Drive new logo acquisition’ focusing on landing and expanding Dynatrace usage
• Consult with VP- 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 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 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 a Strategic Acquisition AE

• You show a successful track record in Enterprise software sales
• You are confident in building a diverse territory plan and have familiarity in leveraging a sales ecosystem
• You have proven experience in acquiring new business
• You thrive in high velocity situations and can think/act with a sense of urgency
• Your organizational and communication skills are top-notch
• You are a motivated and tenacious self-starter who consistently delivers high performance against quota, driven by VP- and C-level relationships
• You know how to build and execute business plans
• You are able to 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 and co-sell internally across all supporting resources within sales to maximize your effectiveness and advance the sales process  
• You possess MEDDIC experience
• You possess APM experience (just a plus!)