5+ years of experience in enterprise software sales
Proven track record of managing executive-level relationships
Ability to navigate complex organizations and shorten sales cycles
Strong organizational and communication skills
Experience developing territory plans and sales strategies
Familiar with the observability and modern application market
Ability to collaborate effectively with cross-functional teams
Responsibilities
Execute territory plans to maximize revenue from regional accounts
Drive acquisition of new customers through effective land-and-expand strategies
Consult with executives to create and implement enterprise-wide strategies
Establish Dynatrace presence in new markets through demos and events
Develop a robust network within target accounts and channel partners
Ensure successful implementation and customer satisfaction
Collaborate with internal teams to create customer-focused solutions
Benefits
Unlimited personal time off
Employee stock purchase plan
Reward system for performance
Medical/dental benefits
Company matching 401(k) plan
Full Job Description
Enterprise Acquisition Account Executive (SoCal)
Your role at Dynatrace
We are looking for an Enterprise Acquisition Account Executive, covering one of our Southern California territories. In this role, you will drive sales growth through targeted acquisition efforts across various industry segments. It's all about a "land and expand" approach amongst enterprise-grade organizations. As part of your responsibilities, you'll oversee 0 to 2 existing customer accounts. Your focus will be on nurturing these relationships and expanding partnerships. Additionally, you'll engage with 35 to 40 potential customers, introducing them to our offerings. After successfully converting prospects, you'll have the chance to maintain those accounts and explore opportunities for upselling and cross selling our solutions. Additionally, you'll benefit from mentorship provided by our award-winning leadership team. Collaborating closely with our high-performing sales professionals, SDRs, and partners, you'll be on the path toward achieving ultimate success.
What you will be focusing on as an Enterprise Acquisition Account Executive:
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.
0-2 customers, 35-40 prospects, with 40 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.
What will help you succeed
Preferred Requirements:
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.
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.
You'll get to work at the forefront of innovation with Dynatrace Intelligence-the industry's first agentic operations system. Bringing together deterministic and agentic AI, it helps teams understand what's happening, why it matters, and what to do next- automatically.
Over 50% of the Fortune 100 companies are current customers of Dynatrace.
Compensation and Rewards
The base salary range for this role is $140,000 - $180,000. When determining your salary, we consider your experience, skills, education, and work location.
Our total compensation package includes unlimited personal time off, an employee stock purchase plan, and a reward system.
We also offer medical/dental benefits, and a company matching 401(k) plan for retirement.
About Dynatrace
Dynatrace is a software company that provides application performance management software to businesses. The company's software helps businesses monitor and optimize the performance of their applications, ensuring that they are running smoothly and efficiently. Dynatrace was founded in 2005 and is headquartered in Waltham, Massachusetts. The company has over 2,500 employees and serves customers in over 70 countries.
