Dynatrace

Federal Account Executive, Civilian (Remote, DMV)

Dynatrace • $128K — $160K *
Baltimore, MD 21215In-Person
Enterprise Technology
Less than 5 years of experience
Today
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Job Overview by Ladders

Qualifications

  • 3+ years in closing enterprise software sales
  • Experience managing sales cycles in complex organizations
  • Proven track record selling into Federal accounts
  • Excellent negotiation, communication, and presentation skills
  • Ability to collaborate effectively across diverse teams
  • Familiarity with account mapping and planning
  • Self-motivated and able to build C-level relationships

Responsibilities

  • Manage growth and adoption of the Dynatrace platform in assigned accounts globally
  • Drive customers' long-term corporate and cloud strategies
  • Create a strategic account plan for 2-3 years
  • Define prioritized initiatives with customer stakeholders
  • Map stakeholders to enhance customer relationships
  • Execute land and expand strategy for annual recurring revenue
  • Leverage support and partner ecosystems to enhance Dynatrace

Benefits

  • Unlimited personal time off
  • Employee stock purchase plan
  • Medical/dental benefits
  • Company matching 401(k) plan
  • Reward system for performance
Full Job Description
Federal Account Executive, Civilian (Remote, DMV)

Your role at Dynatrace
  • Manage growth & adoption of our Dynatrace platform into assigned accounts on a global basis, whilst working with local sales and support teams across various GEOs
  • Drive customer's long-term corporate & cloud strategies with accompanying roadmap
  • Create a holistic strategic account plan with key initiatives that will drive strategy realization over a 2-3 year period
  • Define & detail a prioritized key initiative plan jointly with customer stakeholders
  • Map stakeholders to govern the current & future relationship, as well as to ensure that the Dynatrace assigned executive sponsor is appropriately engaged
  • Mobilize & execute the end-to-end land, adopt (consume & promote), and grow ARR strategy
  • Leverage the Dynatrace services, support, partner, and hyper scale ecosystems to expand the Dynatrace footprint through innovation and collaboration
  • Develop long-term C-level relationships
  • Influence & lead a virtual team of resources from various LoBs, functions, and geographies

What will help you succeed

Minimum Requirements:
  • HS diploma or GED AND at least 3 years of experience in closing enterprise software sales.

Preferred Requirements:
  • You are able to manage sales cycles within complex organizations; while compressing decision cycles
  • Specific experience selling into Federal accounts
  • You have outstanding communication (written and oral), negotiation and presentations skills
  • You know how to collaborate internally across all supporting resources within sales to maximize your effectiveness and advance the sales process
  • You show a successful track record in Enterprise software sales
  • You thrive in high-velocity situations and can think/act with a sense of urgency
  • Your organizational, communication, negotiation and presentation skills are top-notch
  • You have experience with account mapping and planning
  • You are a motivated and tenacious self-starter who consistently delivers high performance against quota driven by VP- and C-level relationships
  • You possess MEDDIC experience
  • You possess APM experience (just a plus not necessary)
  • Up to 30% of travel required within the region

Compensation and Rewards
  • The salary range for this role is $128,000-$160,000. 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.
Learn more about Dynatrace
Size
3,600 employees
Market Cap
$10.7 billion
Industry
Enterprise Technology
Net Income
$95.4 million
Founded
1993
5 Year Trend
+18%
Revenue
$657.5 million
NASDAQ
DT
* Ladders Estimates

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