Enterprise Acquisition Account Executive - MOD & defence in Maidenhead

Your role at Dynatrace is all about a “land and expand” approach amongst enterprise-grade organizations. As part of your responsibilities, you’ll oversee 2 to 4 existing customer accounts, focusing on nurturing these relationships and expanding partnerships within defence contractors and the MOD.

Additionally, you’ll engage with 10+ potential customers, introducing them to our offerings. After successfully converting prospects, you’ll have the chance to maintain those accounts and explore opportunities for upselling and cross-selling our solutions. Collaborating closely with our high-performing sales professionals, SDRs, and partners, you’ll be on the path toward achieving ultimate success.

• Execute on territory plans to deliver maximum revenue potential within a pool of broad, regionally focused accounts.
• Collaborative pre-defined SE support based on region.
• Drive new logo customers, focusing on landing and expanding Dynatrace usage.
• Consult with Vice President and C-level executives to develop and implement an effective enterprise-wide strategy that maximises the value delivered by Dynatrace; position Dynatrace relative to the competition.
• Generate velocity by establishing Dynatrace in new markets through product demonstrations, in-market events and account-specific initiatives.
• Develop a contact network within named accounts and channel partners to ensure Dynatrace can be sold broadly and effectively.
• Work closely with Dynatrace functional areas such as sales engineering, marketing, legal, finance and other lines of business to develop and execute a solution strategy to meet customer business needs.
• Ensure your customers’ implementations are wildly successful.

What will help you succeed:

• You show a successful track record in Enterprise software sales across many business functions within the executive level of a customer.
• You have experience selling into MOD or defence contractors.
• You can manage sales cycles within complex organizations, while compressing decision cycles.
• You have outstanding organizational and communication skills (written and oral, negotiation and presentations skills).
• You are confident in building a diverse territory plan and have familiarity in leveraging a sales ecosystem.
• You have proven experience in acquiring new business.
• You thrive in high-velocity situations and can think/act with a sense of urgency.
• You are a motivated and tenacious self-starter who consistently delivers high performance against quota, driven by VP- and C-level relationships.
• You know how to build and execute business plans and sales plays.
• You know how to collaborate and co-sell internally across all supporting resources to maximise your effectiveness and advance the sales process (familiar with MEDDPIC).
• You are familiar with the observability and modern application market.

Why you will love being a Dynatracer:

• Dynatrace is a leader in unified observability and security.
• We provide a culture of excellence with competitive compensation packages designed to recognise 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 modernise 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.