Enterprise Expansion Account Executive - Boston

About the role

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. In this role, you will drive sales growth through targeted acquisition and expansion efforts across various industry segments, following a “land and expand” approach with enterprise-grade organizations.

Responsibilities

• Oversee 7 to 10 existing customer accounts, nurturing relationships and expanding partnerships.
• Engage with 5 to 8 potential customers, introducing them to Dynatrace offerings.
• After converting prospects, maintain those accounts and explore upselling and cross‑selling opportunities.
• Benefit from mentorship provided by our award‑winning leadership team.
• Collaborate closely with high‑performing 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.
• Receive collaborative, pre‑defined SE support based on region.
• Manage 6‑8 customers, 10‑12 prospects, with a total of 20 accounts.
• Drive new logo customers while 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 and positions it 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 that meets customer business needs.
• Ensure customers’ implementations are wildly successful.

Requirements

HS diploma or GED AND a minimum of one year of experience in closing enterprise software sales.

Qualifications

• 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).
• Confident in building a diverse territory plan and familiarity in leveraging a sales ecosystem.
• Proven experience in acquiring new business.
• Thrives in high‑velocity situations and can 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.
• Knows how to