Strategic Enterprise AE

Your role at Dynatrace
This role will be based in Pune, India.
We are seeking a highly experienced and senior Strategic Enterprise Account Executive to generate velocity and focus on enterprise sales across multiple segments and industries. Reporting directly to the Regional Director, you will be responsible for shaping and leading our go-to-market strategy within the Fortune 100.
As a Senior Strategic Enterprise Account Executive at Dynatrace, you will engage with the largest global companies, managing key strategic conglomerate accounts (existing/acquisition). Your extensive knowledge and proven success in the technology sector, along with your executive-level selling expertise, will be crucial. You will adopt an Observability-Security-Analytics-centric approach, leveraging hyperscalers in platform sales within the end-to-end observability and security space
Responsibilities:

• Execute on account plans to deliver maximum revenue potential within major conglomerates and an additional pool of 3-4 Enterprise-named accounts.
• Proactively manage and grow a portfolio of assigned Strategic Enterprise-level clients.
• Address senior executive-level challenges through a comprehensive understanding of our solutions.
• Maintain accurate forecasts and report to the sales leader on the status of new and expansion opportunities, leveraging the MEDDPIC framework.
• Consult with Senior C-level executives to develop and implement effective enterprise-wide strategies, positioning Dynatrace as a leader in the competitive landscape.
• Generate market presence through product demonstrations, in-market events, and account-specific initiatives.
• Develop a robust contact network within named accounts and channel partners to ensure broad and effective sales coverage.
• Collaborate closely with Dynatrace functional areas such as sales engineering, marketing, legal, finance, partners, and other lines of business to develop and execute solution strategies tailored to customer business needs.
• Ensure customer success by driving successful implementations and maximizing customer value.

What will help you succeed
Preferred Requirements:

• A proven track record in enterprise software sales across various business functions at the executive level.
• Expertise in managing sales cycles within complex organizations and compressing decision cycles.
• Experience selling across the C-suite, building executive relationships, and closing six-figure deals.
• Exceptional organizational and communication skills (written and oral, negotiation and presentation skills).
• Confidence in creating diverse territory plans and leveraging a sales ecosystem.
• Demonstrated experience in acquiring new business.
• Ability to thrive in high-velocity situations and operate with a sense of urgency.
• A motivated and tenacious self-starter who consistently delivers high performance against quota, driven by VP- and C-level relationships.
• Proficiency in building and executing business plans and sales plays.
• Capability to collaborate and co-sell internally across all supporting resources to advance the sales process (MEDDPIC).
• Familiarity with the observability and modern application market.
• This role is a unique opportunity for a seasoned professional to drive significant impact within our organization and the broader market. Your leadership and expertise will be pivotal in advancing our mission

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 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.