Commercial Account ExecutiveYour role at DynatraceHere at Dynatrace, the Commercial Account Executive owns the entire sales cycle for a specified territory. This includes developing new customer leads (generated from both outbound prospecting and inbound inquiry), positioning Dynatrace, and closing business every month. The CAE is expected to develop a territory go-to-market (GTM) plan and execute daily to that plan. This includes targeting accounts and specific contacts within the account, building relationships with IT and lines of business (LOB), determining business pain, and working to map the proper solution and close business.
Remote role. Must live in or near Toronto.What you will be doing:
- Develop proficiency in products and solutions offered by Dynatrace and articulate business value.
- Develop and implement a GTM strategy, create individual campaigns that drive conversations to convert to discovery, demonstrations, and evaluations.
- Prospect new accounts and build relationships with potential customers using phone, social media, and email, and persona-based conversations.
- Effectively work with existing customers to extend their Dynatrace footprint.
- Effectively allocate time to prioritize activities that enhance pipeline growth and revenue within Commercial Accounts while positioning our observability and monitoring platform as the industry leader.
- Use analytical skills to understand the customer, their business and technology issues, and needs.
- Utilize all Dynatrace internal resources to conduct thorough discovery, qualify, and grow the need for Dynatrace among new and existing customers. Through an effective proof of concept (POC), demonstrate the value of our platform as a trusted advisor, fostering strong relationships within Commercial Accounts.
- Proactively achieve 3x quota growth and maintain a robust sales pipeline in Salesforce, consistently striving to exceed quota targets.
What will help you succeed Minimum Qualifications:- High school diploma/GED required
- At least 3 years of experience in a full-cycle quota-carrying sales role in SaaS cloud, cybersecurity, or the Container space
Preferred Qualifications:- Experience with Salesforce and LinkedIn Sales Navigator preferred
- BA/BS Degree or equivalent related experience
- Excellent consultative sales skills
- Experience with accurate forecasting and pipeline management
- Ability to execute on an Account Plan and create a strategy for sales overachievement
