Dynatrace Consultative Seller/Preseller Europe

Job Description:

At DXC Technology, we’re people first. Why? Because it’s people that get the job done. We have a flexible, autonomous, and open work culture. It’s successful because we have character: we’re proactive, collaborative, and ambitious; we find solutions, set standards, and make things happen. We’re focused on the future, so we keep our employees at the cutting-edge of their fields with personalized training programs.

At DXC, you’ll find opportunities that match your efforts, and a team of good people to inspire you and recognize the important work you do.

With 130,000 employees worldwide, DXC Technology is one of the world’s leading technology services providers.

DXC and Dynatrace have a 15-year historical relationship, one of Dynatrace's largest SI Partners (Infrastructure and Apps Observability), working together to serve our customers better.

DXC is one of the rare Dynatrace partners to hold Global Elite Partner Status and was awarded “2024 Dynatrace Global Cloud Partner of the Year”.

DXC has delivered more than 7,000 implementations and has over 300 certified and >1500 trained Dynatrace specialists.

DXC’s personnel consist of highly trained professionals qualified and knowledgeable in their specific areas of expertise.

We are growing our Regional Sales team and have an opportunity for an experienced Senior Sales Leader to join our Dynatrace team. We are a High-Performance sales organization, which is thriving from working with our customers – often Industry or Business Leaders – solving complex business challenges and positioning solutions in your focus area together with our skilled Presales and Solutioning organizations.

The Dynatrace SME will be part of a growing Dynatrace focused sales team responsible for working alongside account teams and sales professional developing pipeline and delivering technical excellence to support to the progression of an opportunity.

They will be responsible for building a strong relationship with DXC’s Account teams and their clients across EMEA and supporting these teams the sale of DXC’s Dynatrace related services. These services will comprise of anything within the Dynatrace technology, applications, and consulting portfolios.

Being part of DXC’s Dynatrace Practice they will need to coordinate and work closely with DXC Strategic Partners to achieve success and manage interactions with our existing clients.

Deep knowledge of the Dynatrace market, Dynatrace technology, Dynatrace consulting and Dynatrace ecosystem will all be critical for success in the role.

Main responsibilities:

· Develop Dynatrace sales pipeline to increase company’s market share in offering area.

· Use expertise in Dynatrace Modernisation, Dynatrace optimisation and Dynatrace Cloud to Customer adoption models to seek out new client opportunities and expand

opportunities with existing clients to build pipeline and support pursuits working directly with clients and sales teams within DXC Europe and UKI.

· Collaborate and build strong relationships with DXC Account Teams like Account Executives and Technical Solutions Consultants, and DXC’s Partner Sales Teams to ensure proper engagement with these teams and customers.

· Accountable for developing and supporting the progression of pipeline

· Support the development and delivery of the regional and global Dynatrace sales plan.

· Participate in forecasting process to provide visibility to leadership of sales pipeline status and potential to achieve target bookings, as well as upside and downside risks to achieving target bookings.

· Support pursuit team in developing and substantiating a winning value proposition that meets the needs of the customer, including analyzing critical business drivers and risks. This includes input into EOI “Expression of Interests, RFI “Requests for information”, RFP “Requests for Proposal”, etc.

· Manage opportunity qualification and risk assessment.

· Responsible for validating/endorsing the technical solution for the deal. Works with delivery to assure that solution design can be properly delivered.

· Develop deal timeline and ensures that pursuit team meets deal milestones and deadlines.

· Proactively manage all Dynatrace resource requirements in the early stages of pursuit.

· Become an integral part of a well-respected, professional, and fun team within DXC

Requirements:

· Excellent technical knowledge in the area Dynatrace solutions suites (Infrastructure and Apps Observability)

· Knowledge of Dynatrace Applications, Products and Solutions, and exposure to Dynatrace’s licensing models, as well as an understanding of Dynatrace’s Consulting business and how it can fit into a partner relationship.

· Experience of Dynatrace and/or being an ex-Dynatrace employee highly advantageous.

· Highly developed consultative approach, solution development and business development skills with an ability to consult with CXO's of global companies.

· Offering Vertical experience or Industry Vertical experience – advantage.

· Relevant experience in supporting and developing deals from hundreds to multi-millions contracted revenues in the field of Dynatrace.

· Experience in developing offerings and Dynatrace Modernisation solutions

· Highly trusted individual who maintains and expects high standards for self and team.

· Able to work across multi-functions/multi-individuals to achieve desired results.

· Unique and comprehensive Dynatrace services industry knowledge in multiple key industry IT domains both internal and external to DXC.

· Capable of working with clients to develop their high-level Dynatrace strategy and roadmap.

· Capable of supporting a dialogue about value exchange for pricing innovation where DXC is not the low-cost provider.

· Proactively supporting small but significant consulting/discovery assignments that shapes RFP's before they are issued, reducing risk for clients, and increasing probability of success for DXC.

· Capability to gain and build in-depth knowledge about the customer's business, strategy and challenges related to Dynatrace.

· Knows DXC 's Dynatrace portfolio and how to integrate different solutions (via DXC or Partners) to create unique and innovative solutions for the customer.

· Credible board level transformation advisor.

· Familiarity with program & project management methodologies.

· Hold SC Clearance or be willing to be vetted and gain as required.

· Ability to operate in different European countries, demonstrating an ability to navigate culturally and commercially

What we can offer:

If you are looking for a new challenge in an exciting international work environment, working with an experienced and supportive team, developing solutions which supports cutting edge of technology, and you want to be part of a diverse team, then we want to hear from you.

Recruitment fraud is a scheme in which fictitious job opportunities are offered to job seekers typically through online services, such as false websites, or through unsolicited emails claiming to be from the company.

These emails may request recipients to provide personal information or to make payments as part of their illegitimate recruiting process.

DXC does not make offers of employment via social media networks and DXC never asks for any money or payments from applicants at any point in the recruitment process, nor ask a job seeker to purchase IT or other equipment on our behalf.

Recruitment fraud is a scheme in which fictitious job opportunities are offered to job seekers typically through online services, such as false websites, or through unsolicited emails claiming to be from the company. These emails may request recipients to provide personal information or to make payments as part of their illegitimate recruiting process. DXC does not make offers of employment via social media networks and DXC never asks for any money or payments from applicants at any point in the recruitment process, nor ask a job seeker to purchase IT or other equipment on our behalf. More information on employment scams is available here.