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Enterprise Account Executive

Job Description

Management:

  • Dynatrace High-touch activities in the allocated territory working appropriate Dynatrace sales

  • Manage the balance between short-term gain and long-term growth for all opportunities and initiatives to achieve/exceed assigned sales targets and increase market share whilst defending against competitors’ activities.

  • Drive expansion of existing Customers with a balance of 50:50 on expand vs acquisition of new customers

  • Selling specialised business enterprise solutions at senior levels.

  • Providing territory management activities such as: sales call reports, territory analysis, updating the sales and marketing database, timely forecast and expense reporting with territory insight.

  • Responsible for the promotion, prospect development and customer satisfaction in the assigned territory with Partners & Alliances to extend coverage of territory & drive additional market share.

  • Responsibility for successful market expansion for the full Dynatrace Solution set.

  • Maintaining call rates with established customers in an assigned territory, to defend those accounts from competitors’ activities.

  • Arranging and conducting product demonstrations.

  • Negotiating price and volume discounts within well-defined schedules and guidelines.

  • Monitoring and reporting competitors’ sales activities in the territory.

  • Contributing to multi-product sales achievements. 

  • Expand on the responsibility to execute 

  • Channels, in close conjunction and with the agreement of the extended Dynatrace team.

Planning & Strategy:

  • Document and execute Territory, Account and Opportunity Plans demonstrating a strong understanding of the customer's business issues, and relating them to business initiatives, corresponding IT initiatives and Dynatrace solutions that address those needs.

  • Develops a contact network within the account(s) and channel partners to enable Dynatrace business to be sold broadly and effectively.

  • Develops and supports Channel initiatives and corporate programs in allocated territory.

  • Work closely with, and establish engagement between, Dynatrace functional areas such as Marketing, Pre-Sales, Solution Managers, Customer Success, Finance and other Lines of Business as necessary, to develop and execute a solution strategy to meet customer business needs.

  • Develop successful sales campaigns that maximize Dynatrace advantages and win rate. 

Qualifications

  • Deep Knowledge of the cloud market in Korea, especially Hyperscalers, Local cloud service providers, and SaaS

  • Minimum of 10 - 15 years of sales experience with proven track record of success

  • Ability to follow and drive a defined diagnostic sales process

  • Experience in the management of business relationships with customers in a customer-facing role

  • An understanding of the nuances of diverse Channels to market as well as Direct Sales.

  • Exceptional time management and organisational skills

  • Exceptional Communication, Diagnostic & Strong persuasive skills

  • Effective business solutions selling skills at senior levels

  • Extensive Application Environment & APM Skills knowledge

  • Ability to negotiate complex sales at all levels

  • Attention to detail

  • Ability to establish justification/business case for product

  • Direct sales coverage experience for Chaebols and key industry players in Korea.

  • SW sales experience, especially Application and SaaS preferred

Additional Information

If you are looking for a company that values, encourages and rewards employees, and provides the work environment where you can best use your talents and grow professionally, you've come to the right place.