Enterprise Expansion Account Executive (Remote, Michigan)

As an Enterprise Expansion Account Executive at Dynatrace, you'll focus on driving sales growth by managing existing customer accounts and converting potential clients. Your responsibilities include nurturing relationships, developing strategies with C-level executives, overseeing account expansions, and collaborating with various internal teams to ensure successful implementations of Dynatrace's solutions.

To qualify for the Enterprise Expansion Account Executive position at Dynatrace, you need at least a high school diploma or GED, along with a minimum of one year of experience in closing enterprise software sales. Preferred qualifications include a proven track record in enterprise software sales, excellent organizational and communication skills, and familiarity with leveraging a diverse sales ecosystem.

Dynatrace supports its Enterprise Expansion Account Executives through a culture of excellence, providing competitive compensation, unlimited personal time off, and thorough collaboration with high-performing teams. You'll also benefit from strategically aligned marketing support and access to a vast network of potential customers, ensuring your success in driving revenue and expansion.

The salary range for the Enterprise Expansion Account Executive position at Dynatrace is between $140,000 and $170,000. This total compensation reflects your experience, skills, education, and the location of your work, alongside additional benefits such as medical/dental coverage and an employee stock purchase plan.

Dynatrace stands out as a preferred choice for Enterprise Expansion Account Executives due to its industry-leading role in unified observability and security solutions. With over half of the Fortune 100 companies as clients, the opportunity for career growth, collaboration with top cloud providers, and access to cutting-edge technology create an exciting work environment.

When answering this question, focus on specific roles and responsibilities you've had in the past. Highlight key achievements, such as revenue growth or successful account expansion, and describe the sales strategies you employed. Emphasize your ability to close deals and manage complex sales cycles, which is essential for the Enterprise Expansion Account Executive role at Dynatrace.

In your response, emphasize your communication skills and ability to understand the business challenges faced by C-level executives. Share specific examples of how you've built rapport through strategic networking, consultative selling techniques, and by providing valuable insights that align with their company's goals.

Discuss your approach to identifying opportunities for upselling and cross-selling. Provide examples of situations where you've successfully expanded product usage within existing accounts while demonstrating an understanding of customer needs. Show how leveraging customer feedback and data can guide your sales strategy.

Explain your method for prioritizing accounts based on their revenue potential, engagement level, and alignment with your sales goals. Discuss using data analysis to assess customer value and urgency while ensuring you allocate your time effectively to maximize growth.

Share a specific example of a challenging sales cycle where you encountered obstacles, detailing the strategies you employed to navigate them. Highlight how you maintained communication with stakeholders and adapted your approach to ultimately close the deal.

Discuss the importance of collaboration within a sales team and with other departments. Share examples of successful teamwork that resulted in increased sales, emphasizing how co-selling and sharing valuable insights can lead to better outcomes for both your customers and your team.

Highlight your knowledge of the modern application market and current trends in observability. Discuss any relevant experience you have in this area and how that knowledge can benefit Dynatrace in positioning its solutions effectively against competitors.

Identify specific tools or systems, such as CRM platforms, that you have used to manage the sales process effectively. Emphasize how these tools enable you to track progress, maintain customer relationships, and analyze sales data for informed decision-making.

Convey a positive mindset when discussing rejection. Share how you view it as an opportunity for growth, learning, and refinement of your sales techniques. Illustrate how you remain persistent and adaptable through challenges while maintaining a focus on long-term success.

Demonstrate your knowledge about Dynatrace's solutions and their unique selling points. Discuss specific products or technologies, like Davis hypermodal AI, and understand how they help customers modernize and secure their operations. Showing that you've done your homework can set you apart from other candidates.