Major Accounts Manager (NYC)

As a Major Accounts Manager at Datadog, your primary responsibilities will include prospecting targeted accounts, nurturing existing client relationships, developing deep comprehension of customers' businesses, and negotiating favorable pricing. You'll be expected to maintain and build relationship maps for your territory and ensure high forecasting accuracy while identifying business drivers behind opportunities.

To qualify for the Major Accounts Manager position at Datadog, candidates should have a minimum of 7 years of experience in enterprise software sales, particularly with Fortune 100 companies. Experience overseeing complex account teams and a proven track record of meeting or exceeding sales goals are crucial. Strong negotiation skills and the ability to foster relationships within a tech ecosystem are also essential.

Travel is quite significant for the Major Accounts Manager role at Datadog. Candidates should be willing to travel over 50% of the time to engage clients directly, close deals, and develop relationships critical for success. This hands-on approach not only strengthens partnerships but also enhances your understanding of client needs.

Major Accounts Managers at Datadog can expect comprehensive sales training focused on methodologies like MEDDIC and Command of the Message. Continuous professional development, product training, and career pathing ensure you're well-equipped to navigate the sales process and succeed in this fast-paced environment.

Datadog offers an attractive package for Major Accounts Managers, including high income earning potential, new hire stock equity, a robust employee stock purchase plan, and various benefits that support work-life harmony. Employees have access to mentorship programs, community guilds, and continuous development opportunities to enhance their careers.

In your answer, focus on specific examples where you successfully navigated complex sales processes and built long-term relationships with key stakeholders at Fortune 100 companies. Use metrics to quantify your success, such as revenue growth or deals closed, demonstrating your ability to manage high-stakes accounts.

Discuss the methods you use to establish rapport with clients, such as regular check-ins, understanding their business challenges, and providing tailored solutions. Highlight your communication skills and the importance of responsiveness and reliability in maintaining strong client relationships.

Share your prospecting strategies, such as using social media, networking events, and referrals. Discuss how you research potential clients to personalize your approach and stand out in a crowded market, showcasing your resourcefulness and creativity in generating leads.

Explain how you conduct thorough research and engage in discussions with clients to identify their key business drivers. Discuss techniques like asking open-ended questions and conducting needs assessments to fully understand their motivations and tailor your sales approach accordingly.

Provide a detailed account of a challenging sale, emphasizing the obstacles you faced and the steps you took to overcome them. Highlight your negotiation skills, how you showcased value and ROI, and the final outcome that benefited both the client and your team.

Discuss your approach to forecasting through careful analysis of historical data, understanding client needs, and maintaining open communication with your team. Highlight the importance of setting realistic expectations and regularly updating forecasts based on new information.

Share your experience working within account teams and how you coordinate with various functions to drive sales cycles. Emphasize your collaborative approach, communication skills, and ability to leverage team strengths to meet sales objectives.

Talk about the resources and networks you utilize to stay informed about industry developments, such as subscribing to relevant publications, attending conferences, and engaging in professional groups. Describe how this knowledge informs your sales strategies.

Share your intrinsic motivators, such as achieving targets, fostering client relationships, and being part of a dynamic sales environment. Highlight how your passion for technology and the drive to contribute to Datadog's success pushes you to excel.

Discuss the importance of time management and prioritization. Explain how you allocate time for nurturing existing relationships while still devoting resources to prospecting new clients, emphasizing your commitment to long-term growth for both clients and Datadog.