Account Executive, Commercial Sales (Hybrid, Massachusetts)

Company Description

Dynatrace provides software intelligence to simplify cloud complexity and accelerate digital transformation. With automatic and intelligent observability at scale, our all-in-one platform delivers precise answers about the performance and security of applications, the underlying infrastructure, and the experience of all users to enable organizations to innovate faster, collaborate more efficiently, and deliver more value with dramatically less effort. That’s why many of the world’s largest organizations trust Dynatrace®️ to modernize and automate cloud operations, release better software faster, and deliver unrivalled digital experiences.

You will love the benefits of selling Dynatrace

• We are a market share leader & an 13x magic quadrant leader
• We invest more in R&D than some of our competitors’ total revenue, assuring market-leading customer value and quick adoption
• Enjoy our culture of excellence with competitive compensation packages that recognize and reward greatness
• Working with the largest of the Cloud players like AWS, Azure, Pivotal and Google Cloud allows our customers to have the best of 3rd Generation Monitoring in the world. Not to mention we’re fully automated from the start, providing the most advanced solution leveraging our AI machine learning technology

Job Description

Here at Dynatrace the Account Executive (ISR) own 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 on a monthly basis. The Account Executive 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.

***At this time we are focused on candidates living in a commutable distance to our Waltham, MA HQ***

This is a hybrid role where you'd be expected to be in the Waltham office 2 days a week.

What you will be doing:

• Develop proficiency of 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 persona based conversations.
• Effectively work with existing customers to extend their Dynatrace footprint
• Efficiently manage time to focus on activities that grow pipeline and revenue within an emerging enterprise approach positioning best in class monitoring platform.
• Use analytical skills to understand the customer, their business and technology issues and needs.
• Leverage the Dynatrace internal team to conduct discovery, qualify need, and prove the value of our SaaS-based solutions to address goals and requirements within the Emerging space.
• Actively maintain a sales pipeline in SFDC to work towards overachievement of quota.

Qualifications

Minimum Qualifications 

• High school diploma/GED required 
• At least 2 years experience in a quota carrying sales role in SaaS cloud, cybersecurity, or the Container space

Preferred Qualifications 

• Experience with Salesforce and LinkedIn Navigator preferred
• BA/BS Degree or equivalent related experience
• Excellent consultative sales skills
• Experience with accurate forecasting and pipeline management
• Ability to execute on Account Plan and create strategy for sales over achievement.
• Motivated and tenacious self-starter who consistently delivers high performance against quota 
• Collaborate internally across all supporting resources within sales to maximize your effectiveness and advance the sales process

Additional Information

• 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.

Compensation and rewards 

• The base salary rang