Dynatrace
Dynatrace enables flawless and secure digital interactions.
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Regional Sales Operations Business Partner - North America at Dynatrace (Remote)

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Company Description
Dynatrace exists to make the world's software work perfectly. Our unified software intelligence platform combines broad and deep observability and continuous runtime application security with the most advanced AIOps to provide answers and intelligent automation from data at an enormous scale. This enables innovators to modernize and automate cloud operations, deliver software faster and more securely, and ensure flawless digital experiences. That is why the world's largest organizations trust Dynatrace® to accelerate digital transformation.
Job Description
We are seeking an outgoing, hands-on, and creative leader to provide strategic support to senior sales leadership, as well as oversee our the Sales Operations for our Strategic Acquisition team. The person filling this role will partner directly with the RVPs and RD's of the assigned super region, serving as their primary business partner, and will be responsible for providing forward-looking insights to guide Sales Management on areas of growth and improvement for the business.
This role will be working with our Strategic Acquisitions sales team which is located across North America.
As the Strategic Business Partner and a peer to the Regional Vice President and Regional Directors of the Strategic Acquisition team this leader will; 1) drive the overall sales productivity and effectiveness through a consistent and predictable business cadence 2) be a catalyst for accelerating rapid growth by executing key business strategies for sustained growth, 3) demonstrate cross functional leadership driving agreed objectives/business outcomes and 4) offer insight and drive sales process innovation + simplification to the broader business
Responsibilities for this highly visible role include:
Business Cadence
• Provide proactive and actionable insight to sales leadership to build quality pipeline & drive growth areas, for example:
o Whitespace, Top 15,000 attendance
o Cross-sell/up-sell opportunities
o Pipeline
• Partner with the broader Sales Operations team to implement and leverage sales enabling platforms/tools. Monitor the sales organization's compliance with required standards for maintaining CRM data
• Works with sales management to quickly understand key differentiators to exploit sales and market opportunities
• Assists sales management in understanding and addressing sales deficiencies, process bottlenecks and performance inconsistencies
• Provide opportunity analysis based on total addressable market (white space reporting)
Improving Productivity & Driving Growth
• Provide proactive and actionable insight to sales leadership to build quality pipeline & drive growth areas, for example:
o Whitespace, Top 15,000 attendance
o Cross-sell/up-sell opportunities
o Pipeline
• Partner with the broader Sales Operations team to implement and leverage sales enabling platforms/tools. Monitor the sales organization's compliance with required standards for maintaining CRM data
• Works with sales management to quickly understand key differentiators to exploit sales and market opportunities
• Assists sales management in understanding and addressing sales deficiencies, process bottlenecks and performance inconsistencies
• Provide opportunity analysis based on total addressable market (white space reporting)
Cross Functional Leadership
• Builds peer support and strong internal-company relationships with other key management personnel to support the deal flow process.
• Facilitates a culture of continuous improvement by identifying and executing on opportunities for sales process enhancement, and collaborating with cross functional teams such as Marketing, Finance, Services, and HR
• Partners as required with necessary teams to deliver and maintain operational training of sales systems, processes, sales programs.
Sales Ops Lead Persona:
Are you a charismatic collaborative leader, who uses data insight to drive and grow the business, moves at incredible pace and leans in fast to respond to changing market needs navigating through ambiguity at ease?
  • High emotional intelligence with the presence to be heard and listened to with the ability to influence sales for bigger outcomes and across cross-functional teams to innovate promoting productivity, bringing disperses teams together to quickly delivery common goals.
  • Enjoys being central to the business, maintaining long lasting relationships & taking the lead to connect cross-functional teams partnering on initiatives that are directly linked to the sales teams and sales outcomes.
  • Highly agile with a sense for strategy and detail who constantly searches for the best solutions and organizational behaviors to build bridges so that everything can flow towards success always keeping one eye on the future.
  • Adapt at situational flexibility easily able to switch from operational strategic to tactical tasks understanding the devil in the detail and eloquently communicating the high-level view tailored to all levels
  • Fast pace, outcome focused and a curios problem solver at heart with the tenacity to drive change/interventions collaboratively aligned to company goals

Qualifications
  • 5-7 years of progressive Sales Operations experience and a bachelor's degree in Business, Management or relevant field or its equivalent; a master's degree is a plus.
  • Innate ability to develop cross functional business relationships across all levels of management seniority
  • Capability to implement best in class processes focused on delivering business results.
  • Ability to concisely communicate complex topics to a broad audience including technical and non-technically driven functions.
  • Desire and proven experience in driving change building scalable processes along the way.
  • Ensure decisions are aligned with the interests of Dynatrace's shareholders and will drive value shareholder value.
  • Strong analytical and quantitative capabilities are required.
  • Experience with and working knowledge of Salesforce.com is required.
  • Experience in the software/high-tech industry is a plus.

Additional Information
#LI-SD1
#LI-REMOTE
We offer competitive compensation, company-sponsored premium benefits, medical, dental, vacation/holidays, company matching 401(k) Plan, etc. Dynatrace is an Equal Opportunity/Affirmative Action employer. All qualified applicants will receive consideration for employment without regard to race, sex, color, gender identity, religion, national origin, ancestry, citizenship, physical abilities, age, sexual orientation, creed, disability status, veteran status, pregnancy, genetic status, or any other characteristic protected by law. If your disability makes it difficult for you to use this site, please contact [email protected] . Dynatrace participates in E-Verify, participant information in English and Spanish. Right to work information in English and Spanish. EEO is the Law / EEO is the Law Supplement . To be considered for this position, please upload your resume/CV.
Dynatrace requires all US employees, contractors or guests entering a US office or event to register with the CLEAR app with their vaccination information or self-certify that they have tested negative for Covid-19 within 48 hours prior to arrival.
Note to Recruiters and Placement Agencies: Dynatrace LLC (Dynatrace) does not accept unsolicited agency resumes. Please do not forward unsolicited agency resumes to our website or to any Dynatrace employee. Dynatrace will not pay fees to any third party agency or firm and will not be responsible for any agency fees associated with unsolicited resumes. Unsolicited resumes received will be considered property of Dynatrace.
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What are Dynatrace Perks + Benefits

Dynatrace Benefits Overview

Being a leader in the market doesn’t mean it’s all work and no play. At Dynatrace, our employees take their jobs seriously but also like to have fun. While at work, we encourage you to take a break and enjoy a game of ping-pong, have a cup of coffee. Work flexibility is important at Dynatrace, we are investing in your growth and happiness! Dynatrace provides a comprehensive benefit plan that allows employees to select benefits that fit their personal needs and stay competitive in the market place.

Culture
Volunteer in local community
Friends outside of work
Eat lunch together
Intracompany committees
Open door policy
Group brainstorming sessions
Open office floor plan
Diversity
Unconscious bias training
Health Insurance & Wellness Benefits
Flexible Spending Account (FSA)
Disability Insurance
Disability insurance covers 100% of annual salary with no maximum.
Dental Benefits
Our dental plan covers $2500 of expenses.
Vision Benefits
Annual eye exams are $10 co-pay with $140 for glasses and contact lenses.
Health Insurance Benefits
Life Insurance
Pet Insurance
Onsite Gym
Retirement & Stock Options Benefits
401(K)
Dynatrace, Inc. 401(k) retirement plan offers pre-tax and after-tax contributions, a wide spectrum of investment options, loans and a year-end True-up.
401(K) Matching
Dynatrace, Inc. provides employees with a 401(k) matching plan managed by Fidelity. We match 6% of contributions up to 3% of an employee's annual gross pay.
Employee Stock Purchase Plan
Dynatrace, Inc. offers qualified employees to purchase company shares at a 15% discount.
Child Care & Parental Leave Benefits
Family Medical Leave
Adoption Assistance
Vacation & Time Off Benefits
Generous PTO
Paid Volunteer Time
Paid Holidays
Paid Sick Days
Employees have unlimited Sick days.
Perks & Discounts
Beer on Tap
Casual Dress
Commuter Benefits
Dynatrace, Inc. offers pre-tax commuter benefits for all employees.
Game Room
Stocked Kitchen
Dynatrace, Inc. has a fully stocked kitchen including unlimited snacks, coffee, tea.
Professional Development Benefits
Promote from within
Online course subscriptions available

An Insider's view of Dynatrace

How would you describe the company’s work-life balance?

Work-life balance at Dynatrace is great. Our PTO plan allows me to travel and spend time with family and friends throughout the year. Hybrid work models provide flexibility to work from the office and from home. When I choose to work from the office, our teams host happy hours that make it easy to take a deserved break.

Hannah Fleming

Sales Development Representative

What does your typical day look like?

I start going through my Salesforce tasks and running through my Cadences in SalesLoft -- this consists of sending targeted emails, executing campaigns, and cold calling. Throughout the day I'm always on LinkedIn where I read any posting from my Named Accounts, read through profiles and network. I then communicate these findings with my Reps.

Kristen Armata

Sales Development Representatives NORAM

How does the company support your career growth?

Dynatrace has a fantastic training program in place to support new hires! The SDR team continues that training with weekly, monthly, and quarterly enrichment to help new employees gain the skills needed to be successful!

Jamie Mallett

Partner Program Manager NORAM

How do you make yourself accessible to the rest of the team?

From the time the new employees attend boot camp to their time in the field around the world, I make myself available to every rep, manager, SE...the entire organization for sales calls, employee meetings, partner calls, events, etc. I have direct communication with team members daily and I give everyone my number and they know they can call me.

Steve Pace

SVP, Global Sales

How has your career grown since starting at the company?

I’ve been with Dynatrace for 2+ years now and it’s incredible to look back and see how I’ve grown professionally over that time. From launching a company-wide employee advocacy program to having the opportunity to teach incoming “Dynatracers” about the benefits of social media.

John Rocker

Social Media Manager

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