Strategic Enterprise Account Executive (Remote, Colombia)

As a Strategic Enterprise Account Executive at Dynatrace, your primary responsibilities include executing account plans, retaining and expanding usage with existing customers, acquiring new logos within your designated accounts, and consulting with C-level executives to implement effective strategies. You will also be responsible for generating new business through product demonstrations and establishing broad networks within your accounts.

To qualify for the Strategic Enterprise Account Executive role at Dynatrace, you need a high school diploma or GED along with at least 3 years of enterprise software sales experience. Preferred skills include excellent communication and negotiation abilities, a background in managing complex sales cycles, and a track record of nurturing and expanding business relationships.

Dynatrace supports its Strategic Enterprise Account Executives through a culture of excellence, providing competitive compensation packages, and offering collaboration with dedicated sales engineering teams and various functional areas within the company. This teamwork is crucial in developing tailored strategies that meet customer demands and ensure successful implementations.

Experience in consultative selling methodologies, such as Challenger Sales or MEDDIC, is highly beneficial for a Strategic Enterprise Account Executive at Dynatrace. Additionally, familiarity with application performance management (APM) can be an asset, although it is not necessary. A proactive attitude and the ability to thrive in high-velocity situations can significantly contribute to your success in this role.

The company culture at Dynatrace is one that values performance and excellence. As a Strategic Enterprise Account Executive, you can expect a supportive yet challenging environment that rewards your contributions. Dynatrace promotes collaboration and encourages innovative solutions in a fast-paced industry, making it a dynamic place to work and grow your career.

When developing strategies for enterprise accounts, I focus on identifying key stakeholders, understanding their pain points and objectives, and leveraging Dynatrace's unique capabilities to align with their broader business goals. Establishing strong relationships and conducting needs assessments are crucial steps in crafting tailored solutions.

In my previous role, I managed a successful sales cycle for a major client by first researching their existing processes and pain points. By engaging multiple internal stakeholders and ensuring all concerns were addressed, I was able to present a unified solution from our team, which ultimately resulted in a significant contract win.

I prioritize regular communication intervals and provide value through insights and trends related to their industry. I also ensure that I am proactive in sharing upcoming solutions or innovations that could benefit their operations, which fosters trust and long-lasting partnerships.

I measure the success of my sales strategies through quantitative metrics such as revenue growth, account penetration rates, and customer satisfaction scores. Additionally, qualitative feedback from clients informs ongoing adjustments to ensure alignment with their evolving needs.

In a previous sales position, I faced a significant challenge when a key stakeholder was resistant to our product’s value. I arranged a dedicated session to demonstrate tailored use cases directly addressing their concerns, which ultimately led to the approval of our proposal and a strengthened partnership.

Collaboration is essential in my sales process. I work closely with internal teams, including marketing and sales engineering, to ensure we present a unified front to clients, providing integrated solutions tailored to their needs while enhancing our selling effectiveness.

To stay informed about industry trends and competitive intelligence, I regularly read industry publications, attend relevant webinars, and participate in networking events. Additionally, I engage with my professional network to share insights and learn from my peers.

I am inherently driven by a passion for meeting challenges head-on and achieving tangible outcomes. Setting personal milestones and regularly reviewing my goals keeps me accountable and motivated, pushing me to exceed my quotas consistently.

I approach negotiations by first understanding the needs and motivations of the client. I aim to create win-win scenarios by being flexible while ensuring that the core value of our offering is effectively communicated and upheld throughout the process.

I have a strong understanding of Dynatrace's unified observability and security solutions and how its innovative technology, like the Davis AI, provides deep insights into application performance management. I’m particularly impressed with its ability to streamline cloud operations, making software delivery faster and more secure.