Account Executive - Commercial Sales, ANZ

Your role at Dynatrace

In this full-cycle sales role, you'll play a key part in helping our customers understand their business like never before. By adopting a "land and expand" strategy across mid-market and SMB organisations, you'll engage potential customers through creative, value-driven outreach to introduce them to our solutions. Once prospects are converted, you'll continue managing those accounts, identifying opportunities for upselling and cross-selling. As part of our newly established Commercial Sales segment, you'll benefit from mentorship by our award-winning leadership team and collaborate closely with high-performing sales professionals, SDRs, Solution Engineers, and partners to drive success.

 

Key Responsibilities

• Execute territory plans to maximise revenue across a portfolio of regionally dispersed accounts throughout ANZ, both virtually and in person.

• Manage a sales territory comprising of 5-10 customers, 100 prospects, and up to 150 total accounts.

• Drive new logo acquisition by creatively introducing Dynatrace through value-based outreach.

• Engage with Technology Leaders and C-level executives to develop and implement enterprise-wide strategies that maximise Dynatrace's value.

• Effectively position Dynatrace against competitors.

• Accelerate market penetration through product demonstrations, industry-specific initiatives, and in-market events.

• Build and maintain a strong contact network within named accounts and channel partners to ensure broad and effective sales coverage.

• Collaborate cross-functionally with Sales Development, Sales Engineering, Post-Sales, Marketing, Legal, Finance, and other teams to meet customer needs.

• Ensure your customers’ implementations are wildly successful.

What will help you succeed

Minimum Requirement:

•    1-3 years of proven success selling SaaS and enterprise software to mid-market and SMB organisations.

 

Preferred Qualifications:

•    Demonstrated success in meeting or exceeding sales quotas in software sales.
•    Experience managing complex sales cycles and compressing decision timelines.
•    Proven ability to sell to C-suite and technology leaders, building strong stakeholder relationships.
•    Excellent communication, negotiation, and presentation skills.
•    Ability to develop and execute diverse territory plans and leverage a sales ecosystem.
•    Experience in cold and warm outreach to acquire new business.
•    Thrive in fast-paced environments with a strong sense of urgency.
•    Self-motivated, tenacious, and consistently high-performing.
•    Skilled in building and executing sales plays and territory plans.
•    Experience co-selling with channel partners and cloud hyperscalers.
•    Strong internal collaboration skills to advance sales opportunities.
•    Familiarity with enterprise technology, observability, and modern application markets.
•    Knowledge of sales methodologies such as MEDDPICC.

Why you will love being a Dynatracer

• 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.