Senior Director - Sales Operations (NORAM)

Dynatrace exists to make software work perfectly. Our platform combines broad and deep observability and continuous runtime application security with advanced AIOps to provide answers and intelligent automation from data. This enables innovators to modernize and automate cloud operations, deliver software faster and more securely, and ensure flawless digital experiences.

We're an equal opportunity employer and embrace all applicants. Dynatrace wants YOU—your diverse background, talents, values, ideas, and expertise. These qualities are what make our global team stronger and more seasoned. We're fueled by the diversity of our talented employees.

As the Strategic Business Partner to the Vice President of North American (NORAM) Sales, this leader will be a catalyst for accelerating rapid growth, by enabling efficient and effective decision making, as well as ensuring crisp operational excellence and business transformation. 

We are seeking an outgoing, hands-on, and creative leader to provide strategic support to senior sales leadership. The person filling this role will partner directly with the VP of NORAM and lead the NORAM Sales Operations team to provide forward-looking insights to guide Sales Management on areas of growth and improvement for the business.   

Your Highly Visible Role 

• Facilitates the development of the go-to-market organizational structure and associated sales hierarchy to maximize sales productivity 
• Provides assessments and analytics in the development of sales territories and deployment of sales executives and surround sound within NORAM
• Facilitates the development and deployment of sales targets and quotas 

• Facilitates a standardized forecasting cadence and a quarterly business review cadence across each Region within NORAM
• Coordinates the forecasting, planning, and budgeting processes used within the sales organization, maintaining high levels of quality, accuracy, and consistency 
• Analyzes and share performance KPI insights to assist sales management with the management and administration of their teams 
• Partner with Sales Operations globally to implement and leverage sales enabling platforms, tools, and processes.  
• Works with sales management to quickly understand key differentiators to and exploit sales and market opportunities 

• Assists sales management in understanding and addressing sales deficiencies, process bottlenecks and performance inconsistencies 
• Provide opportunity analysis based on total addressable market (white space reporting) 
• Maintain reporting and business cadence to proactively inspect and manage Dynatrace sales, drive the pace of the business and go-to-market efforts to meet critical KPIs 
• Provides ad hoc sales performance reporting and analysis 

Cross Functional Leadership: 

• Partners with Sales Enablement to develop, deliver, and maintain operational training of sales systems and processes  
• Liaise with members of the Sales, Value Operations, Marketing, Services, Finance, and Product teams to translate business plans into executable sales productivity plans, forecasts, quotas and targets 
• Facilitates a culture of continuous improvement by identifying and executing on opportunities for sales process enhancement, and collaborating with cross functional teams such as Marketing, Finance, Services, and HR 

Minimum Requirements 

• Minimum of 5 years in a Sales Operational role supporting North America
• Bachelor’s degree in a relevant field or equivalent experience

Preferred Requirements 

• Progressive Sales Operations experience
• Ability to concisely communicate vision and strategy across all levels of the organization 
• Innate ability to develop strong cross functional relationships to influence change and build scalable processes  

• Track record of hiring and developing high performing teams, and retaining top talent 
• Capability to implement best in class processes focused on delivering business results 
• Ambitious, highly motivated and results driven   
• Strong work ethic with high level of accountability  
• Strong analytical and quantitative capabilities are required 

• Experience in the software/high-tech industry is a plus 

• 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. 
• Our employees work with the largest cloud providers, including AWS, Microsoft, and Google Cloud, and other leading partners worldwide to create strategic alliances.
• The Dynatrace platform uses cutting-edge technologies, including our own Davis hypermodal AI, to help our customers modernize and automate cloud operations, deliver software faster and more securely, and enable flawless digital experiences.
• Over 50% of the Fortune 100 companies are current customers of Dynatrace.

All your information will be kept confidential according to EEO guidelines.

We offer competitive compensation, company-sponsored premium benefits, medical, dental, vacation/holidays, company matching 401(k) Plan, etc. Dynatrace is an Equal Opportunity/Affirmative Action employer. All qualified applicants will receive consideration for employment without regard to race, sex, color, gender identity, religion, national origin, ancestry, citizenship, physical abilities, age, sexual orientation, creed, disability status, veteran status, pregnancy, genetic status, or any other characteristic protected by law.  If your disability makes it difficult for you to use this site, please contact [email protected]. Dynatrace participates in E-Verify, participant information in English and Spanish. Right to work information in English and Spanish. EEO is the Law/EEO is the Law Supplement. To be considered for this position, please upload your resume/CV.