Federal Account Executive, Civilian - Dept. of Homeland Security (Remote, DMV)

Dynatrace•Columbia, DC

11d•Remote

About The Position

Manage growth & adoption of our Dynatrace platform into assigned accounts on a global basis, whilst working with local sales and support teams across various GEOs. Drive customer’s long-term corporate & cloud strategies with accompanying roadmap. Create a holistic strategic account plan with key initiatives that will drive strategy realization over a 2-3 year period. Define & detail a prioritized key initiative plan jointly with customer stakeholders. Map stakeholders to govern the current & future relationship, as well as to ensure that the Dynatrace assigned executive sponsor is appropriately engaged. Mobilize & execute the end-to-end land, adopt (consume & promote), and grow ARR strategy. Leverage the Dynatrace services, support, partner, and hyper scale ecosystems to expand the Dynatrace footprint through innovation and collaboration. Develop long-term C-level relationships. Influence & lead a virtual team of resources from various LoBs, functions, and geographies.

Requirements

HS diploma or GED AND at least 3 years of experience in closing enterprise software sales.
You are able to manage sales cycles within complex organizations; while compressing decision cycles
Specific experience selling into Federal accounts, including proven DHS sales success
You have outstanding communication (written and oral), negotiation and presentations skills
You know how to collaborate internally across all supporting resources within sales to maximize your effectiveness and advance the sales process
You show a successful track record in Enterprise software sales
You thrive in high-velocity situations and can think/act with a sense of urgency
Your organizational, communication, negotiation and presentation skills are top-notch
You have experience with account mapping and planning
You are a motivated and tenacious self-starter who consistently delivers high performance against quota driven by VP- and C-level relationships
You possess MEDDIC experience

Nice To Haves

You possess observability experience (just a plus -- not necessary)

Responsibilities

Manage growth & adoption of our Dynatrace platform into assigned accounts on a global basis, whilst working with local sales and support teams across various GEOs
Drive customer’s long-term corporate & cloud strategies with accompanying roadmap
Create a holistic strategic account plan with key initiatives that will drive strategy realization over a 2-3 year period
Define & detail a prioritized key initiative plan jointly with customer stakeholders
Map stakeholders to govern the current & future relationship, as well as to ensure that the Dynatrace assigned executive sponsor is appropriately engaged
Mobilize & execute the end-to-end land, adopt (consume & promote), and grow ARR strategy
Leverage the Dynatrace services, support, partner, and hyper scale ecosystems to expand the Dynatrace footprint through innovation and collaboration
Develop long-term C-level relationships
Influence & lead a virtual team of resources from various LoBs, functions, and geographies