Lead Enterprise Account Executive, Expansion (South)

We are looking for an experienced Enterprise Account Executive based in Melbourne. In this role, you will drive sales growth through targeted expansion efforts across various existing customers in your territory. It’s all about driving consumption and growth amongst some of the largest organisations headquartered in Victoria and South Australia.

As part of your responsibilities, you’ll oversee 10-15 existing customer accounts. Your focus will be on nurturing these relationships, demonstrating business value and discovering additional use cases for Dynatrace adoption across multiple business units.

Additionally, you’ll engage with 3-5 strategic 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 cross-functional teams and partners, you’ll be on the path toward achieving ultimate success.

What you will be focusing on as an Expansion Account Executive:

• Execute on territory plans to deliver maximum revenue potential within a pool of regionally focused Enterprise accounts. Identifying opportunities to land & expand the Dynatrace footprint enterprise-wide.
• Ensure existing customer retention, identifying risks and engaging stakeholders to resolve barriers to renewal.
• Collaborate and drive success with pre-defined supporting resources (Solution Engineering, Customer Success, Services, SDR & Partner Teams).
• Consult with senior-level executives and CxOs to develop and implement an effective enterprise-wide strategy that maximizes the value delivered by Dynatrace; position Dynatrace relative to the competition.
• Generate opportunity by establishing Dynatrace through business value assessments, 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 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.
  

Minimum Requirements:

• 5+ years of experience in enterprise sales within Tier-1 software or SaaS platform vendors.

Preferred Requirements:

• You show a successful track record in Enterprise software sales across many business functions at the executive level of a customer.
• Deep industry knowledge and understanding of a customer’s decision-making process, goals, strategies, and business objectives.
• You can manage sales cycles within complex organisations while compressing decision cycles.
• You have outstanding organisational and communication skills (written and oral, negotiation and presentation skills).
• You are confident in building a diverse territory plan and have familiarity in leveraging an enterprise-level 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 executive-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 maximize your effectiveness and advance the sales process (familiar with sales methodologies such as MEDDPICC).
• You are familiar with the local observability market.

• 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.