Account Executive

Here at Dynatrace the Account Executive (ISR) own 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 on a monthly basis. The Account Executive 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.

***At this time we are focused on candidates living in a commutable distance to our Waltham, MA HQ***

This is a hybrid role where you'd be expected to be in the Waltham office 2 days a week.

What you will be doing:

• Develop proficiency of 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
• Efficiently manage time to focus on activities that grow pipeline and revenue within an emerging enterprise approach positioning best in class monitoring platform.
• Use analytical skills to understand the customer, their business and technology issues and needs.
• Leverage the Dynatrace internal team to conduct discovery, qualify need, and prove the value of our SaaS-based solutions to address goals and requirements within the Emerging space.
• Actively maintain a sales pipeline in SFDC to work towards overachievement of quota.

Requirements

Minimum Qualifications

• High school diploma/GED required
• At least 2 years experience in a quota carrying sales role in SaaS cloud, cybersecurity, or the Container space

Preferred Qualifications

• Experience with Salesforce and LinkedIn Navigator preferred
• BA/BS Degree or equivalent related experience
• Excellent consultative sales skills
• Experience with accurate forecasting and pipeline management
• Ability to execute on Account Plan and create strategy for sales over achievement.
• Motivated and tenacious self-starter who consistently delivers high performance against quota
• Collaborate internally across all supporting resources within sales to maximize your effectiveness and advance the sales process