Commercial Account Executive - Boston

Dynatrace•Boston, MA

12h•Hybrid

About The Position

The Commercial Account Executive owns the sales cycle for a specified territory, from developing new leads through positioning Dynatrace and closing business. The role develops and executes a territory go-to-market plan, targets accounts and contacts, builds relationships with IT and lines of business, identifies business challenges, and maps solutions to customer needs. The posting describes the position as hybrid and says the employee is expected to work from the Denver office four days per week; it also specifies living within commuting distance of that office. The role focuses on growing new and existing Commercial Accounts, maintaining a strong sales pipeline, and achieving quota targets. It requires developing product proficiency, conducting discovery and demonstrations, supporting evaluations and proofs of concept, and acting as a trusted advisor to customers. The position uses Salesforce to manage pipeline activity and is compensated with a base salary of $82,000–$100,000 plus 50/50 OTE.

Requirements

High school diploma or GED.
At least 3 years of experience in a full-cycle, quota-carrying sales closing role in SaaS cloud, cybersecurity, or the Container space.

Nice To Haves

Experience with Salesforce and LinkedIn Sales Navigator.
BA/BS degree or equivalent related experience.
Excellent consultative sales skills.
Experience with accurate forecasting and pipeline management.
Ability to execute an account plan and create a strategy for sales overachievement.

Responsibilities

Develop proficiency in Dynatrace products and solutions and articulate their business value.
Develop and implement a territory go-to-market strategy and campaigns that generate conversations leading to discovery, demonstrations, and evaluations.
Prospect new accounts and build relationships with potential customers through phone, social media, email, and persona-based conversations.
Work with existing customers to expand their use of Dynatrace.
Prioritize activities that grow pipeline and revenue in Commercial Accounts while positioning Dynatrace's observability and monitoring platform.
Use analytical skills to understand customers, their businesses, technology issues, and needs.
Use internal Dynatrace resources to conduct discovery, qualify opportunities, and grow demand among new and existing customers.
Demonstrate the platform's value through proofs of concept and foster strong customer relationships as a trusted advisor.
Achieve 3x quota growth, maintain a robust Salesforce pipeline, and strive to exceed quota targets.