Enterprise Expansion Account Executive, Software (Colorado)

Dynatrace•Denver, CO

8d•Remote

About The Position

We are looking for a candidate to fill a newly created position as an Enterprise Expansion Account Executive. In this role, you will drive sales growth through targeted acquisition and expansion 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 7 to 10 existing customer accounts. Your focus will be on nurturing these relationships and expanding partnerships. Additionally, you’ll engage with 5 to 8 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. Collaborating closely with our high-performing sales professionals, SDRs, and partners, you’ll be on the path toward achieving ultimate success. Execute on territory plans to deliver maximum revenue potential within a pool of regionally focused Enterprise accounts. Collaborative pre-defined SE support based on region. 7-10 customers, 5-8 prospects, with 18 total accounts. Drive new logo customers whilst also focusing on expanding Dynatrace usage within existing accounts. 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.

Requirements

HS diploma or GED
A minimum of one year of experience in closing enterprise software sales.
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.
Outstanding organizational and communication skills (written and oral, negotiation and presentations skills).
Confidence in building a diverse territory plan.
Familiarity in leveraging a sales ecosystem.
Proven experience in acquiring new business.
Ability to thrive in high-velocity situations and 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.
Knowledge of how to build and execute business plans and sales plays.
Knowledge of how to collaborate and co-sell internally across all supporting resources to maximize effectiveness and advance the sales process (familiar with MEDDPIC).
Familiarity with the observability and modern application market.

Responsibilities

Oversee 7 to 10 existing customer accounts, nurturing relationships and expanding partnerships.
Engage with 5 to 8 potential customers, introducing them to offerings.
Maintain converted prospect accounts and explore opportunities for upselling and cross-selling solutions.
Collaborate with sales professionals, SDRs, and partners to achieve success.
Execute on territory plans to deliver maximum revenue potential within a pool of regionally focused Enterprise accounts.
Drive new logo customers while expanding Dynatrace usage within existing accounts.
Consult with Vice President and C-level executives to develop and implement effective enterprise-wide strategies.
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.
Work closely with Dynatrace functional areas (sales engineering, marketing, legal, finance, etc.) to develop and execute a solution strategy.
Ensure customer implementations are successful.