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Enterprise Acquisition Account Executive

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Dynatrace

2mo ago

  • Job
    Full-time
    Junior Level
  • Sales & Business Development
    IT & Cybersecurity
  • Pune
  • Quick Apply

AI generated summary

  • You need a high school diploma, 1+ year in enterprise software sales, strong communication skills, proven new business acquisition, and familiarity with MEDDPIC and the observability market.
  • You will drive revenue in targeted accounts, consult with C-level executives, expand customer usage, establish market presence, network within accounts, and ensure successful implementations.

Requirements

  • HS diploma or GED AND a minimum of one year of experience in closing enterprise software sales.
  • 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.

Responsibilities

  • 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.
  • 3-5 customers, 5-8 prospects, with 15 total accounts.
  • 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, 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.

FAQs

What is the main focus of the Enterprise Acquisition Account Executive role?

The main focus is on a "land and expand" approach, nurturing relationships with existing customers while also introducing and converting new prospects to expand Dynatrace usage.

What type of accounts will I be managing?

You will oversee 3 to 5 existing customer accounts and engage with 5 to 8 potential customers, totaling 15 accounts.

What level of experience is required for this position?

A minimum of one year of experience in closing enterprise software sales, along with a high school diploma or GED, is required.

What are the preferred qualifications for this role?

Preferred qualifications include a successful track record in enterprise software sales, strong organizational and communication skills, experience in acquiring new business, and familiarity with the observability and modern application market.

How does Dynatrace support employee growth and mentorship?

Dynatrace provides mentorship from an award-winning leadership team and encourages collaboration with high-performing sales professionals, helping employees achieve success in their roles.

What resources and teams will I collaborate with in this role?

You will work closely with various functional areas across Dynatrace, including sales engineering, marketing, legal, finance, and other lines of business to develop and execute a solution strategy.

Is there an opportunity for upselling and cross-selling in this position?

Yes, after successfully converting prospects, you will have the opportunity to maintain those accounts and explore upselling and cross-selling Dynatrace solutions.

What is the work culture like at Dynatrace?

Dynatrace fosters a culture of excellence, embracing diversity and innovation, and offers competitive compensation packages that recognize and reward employee achievements.

What kind of training or resources does Dynatrace provide for new hires?

Dynatrace invests in research and development, ensuring market-leading customer value, which includes training and resources to help employees become knowledgeable about the platform and the competitive landscape.

How is success measured in this role?

Success is typically measured by your ability to drive revenue, expand customer relationships, acquire new business, and effectively collaborate with internal teams to meet customer needs.

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Dynatrace

Cloud done right.

Technology
Industry
1001-5000
Employees
2005
Founded Year

Mission & Purpose

Dynatrace (NYSE: DT) exists to make the world’s software work perfectly. Our unified platform combines broad and deep observability and continuous runtime application security with the most advanced AIOps to provide answers and intelligent automation from data at an enormous scale. This enables innovators to modernize and automate cloud operations, deliver software faster and more securely, and ensure flawless digital experiences. That’s why the world’s largest organizations trust the Dynatrace® platform to accelerate digital transformation.