Senior Customer Success Manager

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.
We're an equal opportunity employer and embrace all applicants. Dynatrace wants YOU-your diverse background, talents, values, ideas, and expertise. These qualities are what make our global team stronger and more seasoned. We're fueled by the diversity of our talented employees.
Job Description

• Full-time permanent role based in Mumbai - Bandra Kurla complex
• Hybrid work model

At Dynatrace, we recognized the flaws in traditional post-sales customer journeys and embarked on a mission to fix them. This is why we created Dynatrace ONE, our unified framework that revolutionizes post-sales customer experiences! As a Customer Success Manager (CSM) for our enterprise accounts, you will play a pivotal role in driving the strategic success of our customers and ensuring they realize the full value of their Dynatrace investment.
To thrive in this role, you need a proactive, entrepreneurial, and resilient mindset, and you must be ready to challenge the status quo to drive superior outcomes. Your core objectives are centered around renewals, account growth, and adeptly navigating enterprise organizations. Your key to success is collaborating seamlessly with our champions and account teams, ensuring on-time renewals, and fostering fruitful partnerships.

• Be the trusted advisor and primary post-sale point of contact for a portfolio of large organizations across the APAC region (with a focus on the Indiamarket) and engage proactively with them on a regular basis
• Leverage your and your peers' expertise to increase the adoption and utilization of Dynatrace capabilities
• Demonstrate product features beyond central functionality to help the customer achieve specific business results and maximum value from the product
• Drive value definition, value realization and executive sponsorship
• Identify opportunities and additional revenue streams from assigned clients, including upselling and cross-selling of related services and discovery of additional use cases
• Be accountable for client renewal and retention
• Ensure deployment and utilization best practices are implemented and understood and collaborate with partners and internal consulting function to drive timely results
• Handle escalations and coordinate across functional areas of Dynatrace to ensure flawless delivery (including Marketing, Sales, Professional Services, Engineering, Finance, Support)

Responsibilities:

• Develop relationships with mature customers and help them unleash the value of Dynatrace through education and enablement
• Be the champion of deployment success by mapping out relevant stakeholders and engaging them on a relevant value proposition
• Identify additional use cases to be implemented within current accounts

• May support higher-level account managers working on larger accounts from time to time
• Visit client locations periodically to ensure client satisfaction and promote ongoing contract renewal
• Coordinates sales quotations and responds to requests for proposals

• Coordinates sales quotations and responds to requests for proposals

Qualifications

• 2 to 3years of progressive experience in managing complex customers
• Ability to quickly develop strong relationships with the users / commercial partners / internal communities and drive outcomes
• Excellent verbal, written, and interpersonal communication skills
• Experience in working with execs in client environments, as well as with procurement and business owners
• Highly motivated, energetic, and committed to getting results
• Comfort with a fast-paced, dynamic environment is a must; past exposure to a high-growth and/or globally distributed companies is also valuable
• Business acumen and commercial outlook, with a conceptual understanding of IT operations processes and best practices
• Basic technical understanding of cloud concepts, and application performance technology
• Awareness of the APM marketplace with an understanding of where Dynatrace is positioned and key strengths above the competition
• Understanding of Internet, web, and mobile applications.

Additional Information
Why you will love selling and working with our Dynatrace platform

• Dynatrace provides a culture of excellence with competitive compensation packages that recognize and reward greatness.
• Dynatrace is a market share leader and has been a magic quadrant leader 13 times.
• Dynatrace invests more in R&D than some of our competitors' total revenue, assuring market-leading customer value and quick adoption.
• Dynatrace is trusted by over half of Fortune's Top 100.
• At Dynatrace, you will work with the largest of the Cloud players like AWS, Azure, VMware and Google Cloud.
• Dynatrace is fully automated from the start, providing the most advanced solution leveraging our AI machine learning technology.

We offer a competitive compensation package and benefits.
We're an equal opportunity employer and embrace all applicants. Dynatrace wants YOU-your diverse background, talents, values, ideas, and expertise. These qualities are what make our global team stronger and more seasoned. We're fueled by the diversity of our talented employees.