Commercial Account Executive

Your role at Dynatrace

Here at Dynatrace, the Commercial Account Executive owns the entire sales cycle for a specified territory. This includes developing new customer leads (generated from both outbound prospecting and inbound inquiry), positioning Dynatrace, and closing business every month. The CAE is expected to develop a territory go-to-market (GTM) plan and execute daily to that plan. This includes targeting accounts and specific contacts within the account, building relationships with IT and lines of business (LOB), determining business pain, and working to map the proper solution and close business.

This is not your typical commercial AE role. This role requires strategic focus with the ability to learn and execute six-figure deals. Success requires strong consultative selling, multi-threading, and the ability to influence executive stakeholders end-to-end.

What you will be doing:

• Develop proficiency in products and solutions offered by Dynatrace and articulate business value.
• Develop and implement a GTM strategy, create individual campaigns that drive conversations to convert to discovery, demonstrations, and evaluations.
• Prospect new accounts and build relationships with potential customers using phone, social media, and email persona-based conversations.
• Effectively work with existing customers to extend their Dynatrace footprint.
• Effectively allocate time to prioritize activities that enhance pipeline growth and revenue within Commercial Accounts while positioning our observability and monitoring platform as the industry leader.
• Use analytical skills to understand the customer, their business and technology issues, and needs.
• Utilize all Dynatrace internal resources to conduct thorough discovery, qualify, and grow the need for Dynatrace among new and existing customers. Through an effective proof of concept (POC), demonstrate the value of our platform as a trusted advisor, fostering strong relationships within Commercial Accounts.
• Proactively achieve 3x quota growth and maintain a robust sales pipeline in Salesforce, consistently striving to exceed quota targets.

What will help you succeed

Minimum Qualifications

• High school diploma or GED required
• 3-5+ years of experience in a quota-carrying sales role within SaaS cloud, cybersecurity, or container-based technologies

Preferred Qualifications

• Bachelor’s degree or equivalent relevant experience
• Experience using Salesforce and LinkedIn Sales Navigator
• Strong consultative selling skills
• Proven experience with accurate forecasting and pipeline management
• Ability to build and execute account plans to drive sales overachievement
• Experience selling an enterprise-grade software solution that delivers measurable value at scale
• Comfort working with cutting-edge technologies in a fast-paced, innovative environment
• Ability to collaborate cross-functionally with teams such as marketing, product, design, and research
• Creative problem-solver who embraces new ideas and continuous improvement
• Experience working in diverse, international environments
• Willingness to relocate, with support from a dedicated relocation team

Why you will love being a Dynatracer

• A one-product software company creating real value for the largest enterprises and millions of end customers globally, striving for a world where software works perfectly.
• Working with the latest technologies and at the forefront of innovation in tech on scale; but also, in other areas like marketing, design, or research.
• A team that thinks outside the box, welcomes unconventional ideas, and pushes boundaries.
• An environment that fosters innovation, enables creative collaboration, and allows you to grow.
• A globally unique and tailor-made career development program recognizing your potential, promoting your strengths, and supporting you in achieving your career goals.
• A truly international mindset that is being shaped by the diverse personalities, expertise, and backgrounds of our global team.
• A relocation team that is eager to help you start your journey to a new country, always there to support and by your side.
• Attractive compensation packages and stock purchase options with numerous benefits and advantages.