Dynatrace

Strategic Account Executive (Pennsylvania)

Dynatrace • $150K — $190K *
Philadelphia, PA 19120In-Person
Enterprise Technology
Less than 5 years of experience
1 week ago
Job Overview by Ladders

Qualifications

  • 5-7 years of enterprise software sales experience
  • Proven ability to cultivate executive relationships and close large deals
  • Experience managing complex sales cycles within large organizations
  • Strong organizational and communication skills, both written and oral
  • Track record of acquiring new business, especially in high-pressure environments
  • Familiarity with the APM (Application Performance Management) landscape
  • Experience utilizing frameworks like MEDDPIC in sales processes

Responsibilities

  • Generate velocity and focus on enterprise sales across multiple segments
  • Manage 2-3 named accounts and engage with 2-3 prospective accounts
  • Execute account plans to optimize revenue potential for assigned accounts
  • Consult with senior executives to craft and implement effective enterprise strategies
  • Generate presence in new markets through demonstrations and account initiatives
  • Develop a robust network within named accounts for effective sales
  • Collaborate with internal teams to create solutions that meet customer needs

Benefits

  • Unlimited personal time off
  • Employee stock purchase plan
  • Medical and dental benefits
  • Company matching 401(k) plan for retirement
  • Reward system for high performance
Full Job Description
Strategic Account Executive (Pennsylvania)

Your role at Dynatrace

We are looking for a Strategic Account Executive in the Greater Philadelphia and Pittsburgh Area to generate velocity and focus on enterprise sales across multiple segments in multiple industries.
  • As a Strategic Account Executive at Dynatrace, you will work with the largest companies in the world to shape and lead Dynatrace's Go To Market in the Fortune 100.
  • You will manage 2-3 named accounts of existing customers along with 2-3 prospective accounts to identify an entry point to introduce Dynatrace.
  • We are looking for you to bring knowledge and proven success operating in the technology space and selling at the executive level with an APM centric approach.
  • This is an opportunity to leverage hyperscalers in a platform sale in the end-to-end observability and security space.
  • What you will be focusing on as a Strategic Enterprise Account Executive Execute on account plans to deliver maximum revenue potential within a pool of 2-3 Enterprise named accounts, with 2-3 prospects.
  • Proactively manage and grow a portfolio of assigned Strategic Enterprise level clients.
  • Designated SE support at a 1:1.5 ratio within region. 2-3 customers, 2-3 prospects, with 5 total accounts.
  • Understand how our solutions address executive level challenges.
  • Maintain accurate forecasts and report to the sales leader on the status of new and expansion opportunities, leveraging the MEDDPIC framework.
  • 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:
  • A successful track record in Enterprise software sales across many business functions within the executive level of a customer.
  • Ability to manage sales cycles within complex organizations, while compressing decision cycles.
  • Experience selling across the c-suite, cultivating executive relationships and closing six-figure deals.
  • Outstanding organizational and communication skills (written and oral, negotiation and presentations skills).
  • Confidence in building a diverse territory plan and have familiarity in leveraging a sales ecosystem.
  • Proven experience in acquiring new business. Thrive in high-velocity situations and can think/act with a sense of urgency.
  • Motivated and tenacious self-starter who consistently delivers high performance against quota, driven by VP- and C-level relationships.
  • Know how to build and execute business plans and sales plays.
  • Know how to collaborate and co-sell internally across all supporting resources to maximize your effectiveness and advance the sales process (MEDDPIC).
  • Familiar with the observability and modern application market.

Compensation and Rewards

Compensation and rewards
  • The base salary range for this role is $150,000 - $190,000. 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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