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Account Executive

Job Description

Management:

  • Dynatrace activities in the allocated territory working with appropriate Dynatrace sales channels, in close conjunction and with the agreement of the extended Dynatrace team.

  • Manage the balance between short-term gains 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 an appropriate balance on expand vs acquisition of new customers.

  • Selling specialized 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 the assigned territory, to defend those accounts from competitors’ activities.

  • Arranging and conducting product demonstrations.

  • Negotiating prices and 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. 

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.

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

  • Develop and support 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.

  • Accurately provide monthly/quarterly/annual forecast, call out risks and come up with plans to be on the target quarter on quarter.

Qualifications

  • We look for you to be an active leader in your territory and provide guidance and direction for the extended team. You are passionate about the business and customers, a source of positive energy and have already proven yourself in managing a large and complex Government territory in a sales role, with a successful track record of smashing your quota year-on-year.

  • Ability to follow and drive a defined diagnostic sales process.

  • Whilst we are not looking for a technical expert, you do need to be familiar with concepts of Cloud Application Delivery, DevOps, Digital transformation and containers/microservices as well as a solid understanding of Government procurement processes.

  • Exceptional time management and organisational skills.

  • Exceptional communication, diagnostic and strong persuasive skills.

  • Ability to negotiate complex sales at all levels.

  • Attention to detail.

  • Ability to establish justification/business case for solutions.

  • Knowledge of and commitment to EEO, Inclusion and OH&S policies and procedures.

  • Strong partner engagement skills coupled with the discipline to execute a sales plan for your territory.

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.