Enterprise Acquisition Account Executive - Defence

Dynatrace exists to make the world’s software work perfectly. Our unified software intelligence 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 is why the world’s largest organizations trust Dynatrace® to accelerate digital transformation. 

We're an equal opportunity employer and embrace all applicants. Dynatrace wants YOU—your diverse background, talents, values, ideas, and expertise. These qualities are what make our global team stronger and more seasoned. We're fueled by the diversity of our talented employees. 

We are looking for a candidate to fill a newly created position as an Enterprise Acquisition Account Executive. 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 20 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 public sector, Defence focused accounts.
• Collaborative pre-defined SE support based on region.
• 0-2 customers, 20 prospects.
• 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.

Preferred Requirements:

• You show a successful track record in software sales across many business functions within the executive level of a customer.
• You have sold into the Defence vertical.
• 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 selling and working with our Dynatrace platform 

• 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.
• The Dynatrace platform uses cutting-edge technologies, including our own Davis hypermodal AI, to help our customers modernize and automate cloud operations, deliver software faster and more securely, and enable flawless digital experiences.
• Over 50% of the Fortune 100 companies are current customers of Dynatrace.