Enterprise Acquisition Account Executive (SF Bay Area)

Role: Enterprise Acquisition Account Executive

Your role at Dynatrace (Shown on internal and external posting)

Welcome to the dynamic world of selling the market leading Observability SaaS platform in the industry. CIOs and IT executives need end-to-end visibility into the IT stacks that run their businesses. Dynatrace’s unique architecture stands alone for the most context, accuracy, and trust in the data delivered, observed, and consumed.

We are looking for an energetic, experienced sales professional to fill the role of Enterprise Acquisition Account Executive. In this role, you will be the engine of growth for Dynatrace, pursuing new logos of Fortune 5000 enterprises seeking to gain better visibility into their operations, AI initiatives, and applications’ performances.

The Enterprise Acquisition team is supported by an active executive leadership team, focused channel partners, business development resources, and a top-notch sales engineering team. The focus for this role will be to use all available resources to gain access to accounts and to sell at the CxO or VP level. In doing so, the opportunity to close large deals against a modest quota will reward the efforts with game-changing income.

What you will be focusing on as an Enterprise Acquisition Account Executive:

• Execute on territory plans to deliver maximum revenue potential within a pool of broad, regionally focused accounts.
• Collaborative pre-defined SE support based on region.
• An average of sixty (60) accounts in territory.
• Drive new logo customers, focusing on landing and expanding 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 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, partner sales, 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.

Requirements:

• You show a successful track record in Enterprise software sales across many business functions within the executive level of a customer.
• You can manage sales cycles within complex organizations, while compressing decision cycles.
• You have outstanding organizational and communication skills (written and oral, negotiation and presentations skills).
• 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.
• 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 and sales plays.
• You know how to collaborate and co-sell internally across all supporting resources to maximize your effectiveness and advance the sales process (familiar with MEDDPIC).
• You are familiar with the observability and modern application market.

• 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 $140,000 - $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.