Government Account Executive, Defence (Remote, Ottawa)

Your role at Dynatrace

• Manage growth & adoption of our Dynatrace platform into assigned accounts, whilst working with local sales and support teams across various GEOs  

• Drive customer’s long-term corporate & cloud strategies with accompanying roadmap  

• Create a holistic strategic account plan with key initiatives that will drive strategy realization over a 2-3 year period  

• Define & detail a prioritized key initiative plan jointly with customer stakeholders  

• Map stakeholders to govern the current & future relationship, as well as to ensure that the Dynatrace assigned executive sponsor is appropriately engaged  

• Mobilize & execute the end-to-end land, adopt (consume & promote), and grow ARR strategy  

• Leverage the Dynatrace services, support, partner, and hyper scale ecosystems to expand the Dynatrace footprint through innovation and collaboration  

• Develop long-term C-level relationships  

• Influence & lead a virtual team of resources from various LoBs, functions, and geographies

What will help you succeed

Minimum Requirements:

• HS diploma or GED AND at least 3 years of experience in closing software sales

• Reliability level clearance

Preferred Requirements:

• You are able to manage sales cycles within complex organizations; while compressing decision cycles 

• Specific experience selling into government accounts

• Secret level clearance

• 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 show a successful track record in government 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 VP- and C-level relationships 

• You possess MEDDIC experience 

• You possess APM experience (just a plus -- not necessary) 

• Up to 30% of travel required within the region

 

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.