Expansion Account Manager - Caribbean

About the role

We are looking for an Enterprise Expansion Account Executive to drive sales growth through targeted acquisition and expansion efforts across various industry segments, focusing on a “land and expand” approach among enterprise-grade organizations.

You will oversee 7 to 10 existing customer accounts, nurturing relationships and expanding partnerships, while also engaging with 5 to 8 potential customers to introduce our offerings. After converting prospects, you will maintain those accounts and explore upsell and cross-sell opportunities. You will collaborate closely with sales professionals, SDRs, and partners to execute territory plans and maximize revenue potential within a pool of regionally focused Enterprise accounts.

Responsibilities

• 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; 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.
• Collaborate with pre-defined Sales Engineering support based on region.
• Manage a total of 18 accounts (7-10 customers and 5-8 prospects).

Requirements

Minimum Requirements

• High School diploma or GED.
• A minimum of one year of experience in closing enterprise software sales.

Preferred Requirements

• 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 presentation skills).
• Confidence in building a diverse territory plan and familiarity with leveraging a sales ecosystem.
• Proven experience in acquiring new business.
• Ability to thrive in high-velocity situations and 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.
• Experience in building and executing business plans and sales plays.
• Ability to collaborate and co-sell internally across all supporting resources to maximize effectiveness and advance the sales process (familiarity with MEDDPIC).
• Familiarity with the observability and modern application market.

Why join us

• Dynatrace is a leader in unified observability and security, working with the largest cloud providers, including AWS, Microsoft, and Google Cloud, to create strategic alliances.
• Culture of excellence with competitive compensation packages designed to recognize and reward performance.
• Work at the forefront of innovation with Dynatrace Intelligence—the industry's first agentic operations system, combining deterministic and agentic AI to help teams understand what's happening, why it matters, and what to do next—automatically.
• Over 50% of the Fortune 100 companies are current customers of Dynatrace.

Benefits

• Company-sponsored premium benefits, including medical and dental coverage.
• Vacation and holidays.
• Company matching 401(k) Plan.