Principal Professional Services Consultant
About the role
Works with account teams to articulate the portfolio of post-sales offerings based on a prescriptive solution selling approach. Matures the services sale through the opportunity pipeline to completion, including scoping, pricing, contracts, and procurement. Delivers a well-orchestrated hand-off to post-sales teams ensuring knowledge captured during the pre-sales process is thoroughly communicated. Ensures important information such as Customer business and technical objectives, known pain points, key customer milestones and contacts, scope of services, schedule and all presentations and artifacts shared with the customer are known to the teams engaging to deliver on the post-sales offerings. Delivers post-sales offering and positioning enablement to the product sales organization. Participates in RFP responses to customers addressing post-sales topics. Tracks and owns service sales forecast, pipeline, and opportunity hygiene. Reporting on a frequent basis to track both productivity and performance. Identifies opportunities and collaborates with the global team to optimize and automate as much manual process as possible when selling service solutions. Works collaboratively with Dynatrace Services Portfolio GTM, Post Sales Marketing and Enablement teams. Provides input based on customer feedback and market trends which validates and consistently looks to improve post-sales offering positioning. Provides unique skills and perspectives to cross-train team member peers. Drives action to support regional post-sales revenue target achievements.
Qualifications
- 8+ years professional services experience in the areas of Application Performance Management, application monitoring, performance engineering / testing, DevSecOps or SDLC operations
- Prior experience driving $5M+ in annual service bookings
- 4+ years experience in positioning and selling consulting and professional services based on business need and a professional services portfolio
- Degree in Computer Science, Computer Engineering, Information Technology, or Business Administration with a focus on IT
- Ability to demonstrate solid understanding of Dynatrace technology, Services offerings, and Enterprise Software deployments in discussion with clients and prospects
- Demonstrated ability to work with customers and diverse teams of post-sales resources to deliver successful outcomes in challenging conditions
- Strong coordination capabilities with excellent organizational/time management skills
- Strong communication skills with a passion to learn new technology and deliver successful customer outcomes
- Solid presentation and writing skills as well as experience with creating professional proposals and deliverables
- Good understanding of application lifecycles in cloud platforms (AWS, Azure, GCP)
Benefits
Dynatrace is a leader in unified observability and security. We provide a culture of excellence with competitive compensation packages designed to recognize and reward performance. Employees work with the largest cloud providers, including AWS, Microsoft, and Google Cloud, and other leading partners worldwide to create strategic alliances. You'll get to work at the forefront of innovation with Dynatrace Intelligence—the industry's first agentic operations system. Bringing together deterministic and agentic AI, it helps 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.