This is a senior role within the Dynatrace Public Sector team, focused on accelerating customer value, platform adoption, enterprise expansion and long-term strategic partnerships across central government and wider public sector organisations.
As a Strategic Enterprise Account Executive, you will act as the executive leader for named strategic accounts, building trusted relationships with senior business and technology stakeholders and driving adoption of Dynatrace's observability, security and AI-powered platform capabilities.
Success in this role comes from understanding how large government organisations operate, navigating complex stakeholder landscapes, influencing major transformation programmes and orchestrating a broad ecosystem of service providers, cloud partners and internal resources to deliver measurable customer outcomes.
This role combines strategic account leadership, executive engagement, ecosystem management and customer growth, helping some of the world's largest public sector organisations modernise digital services and improve citizen outcomes. What you will be focusing on:
Strategic Customer Leadership
Own and lead a portfolio of 2-3 strategic public sector customers and a small number of carefully selected prospective accounts.
Develop and execute long-term account strategies focused on customer success, value realisation and sustainable growth.
Build trusted executive relationships across CIO, CTO, CDO, Digital, Security and operational leadership functions.
Act as the primary strategic advisor for Dynatrace within assigned accounts.
Driving Adoption and Expansion
Increase adoption of Dynatrace across departments, programmes and technology domains.
Identify opportunities to expand platform usage across observability, application security, infrastructure monitoring, logs, cloud and AI-powered capabilities.
Help customers realise greater business value from existing investments while identifying new strategic growth opportunities.
Ensure customer implementations are successful, measurable and referenceable.
Central Government Expertise
Understand the structure, governance and procurement processes of large government organisations.
Navigate complex stakeholder environments including commercial, procurement, architecture, operations and security teams.
Support customers through major transformation programmes, cloud migration initiatives and digital modernisation strategies.
Align Dynatrace solutions to government priorities, operational outcomes and citizen services.
Ecosystem and Partner Leadership
Develop strategic relationships with major service providers, cloud partners and delivery organisations that influence customer decisions.
Collaborate effectively with organisations such as Capgemini, Atos/Eviden, Fujitsu, IBM, CGI, Sopra Steria, Kainos and other strategic partners.
Leverage hyperscaler relationships including Microsoft Azure, AWS and Google Cloud to accelerate customer outcomes.
Build account-specific engagement strategies that maximise the impact of the wider ecosystem.
Internal Leadership and Mentoring
Share best practices and account strategies across the Public Sector organisation.
Mentor peers and support the development of newer members of the team.
Lead by example in customer engagement, account planning and opportunity management.
Act as a recognised subject matter expert within Public Sector and strategic account management.
What will help you succeedPreferred Requirements:
- Proven success managing and growing a small number of complex strategic enterprise accounts.
- Strong track record driving adoption and expansion within existing customers.
- Experience selling and influencing at Director, VP, CIO, CTO and C-level.
- Deep understanding of Public Sector, Central Government or highly regulated industries.
- Demonstrated ability to navigate complex stakeholder and procurement environments.
- Experience working alongside large global systems integrators and managed service providers.
- Ability to build executive-level account plans and orchestrate broad virtual teams.
- Proven capability to lead complex enterprise sales cycles using MEDDPIC methodologies.
- Strong commercial, communication and relationship-building skills.
- Knowledge of observability, cloud platforms, security and modern software development environments.
- Experience mentoring colleagues and contributing to broader team success.
- Public Sector experience strongly preferred.
- 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.
- You'll get to work at the forefront of innovation with Dynatrace Intelligence—the industry's first agentic operations system. Bringing together deterministic and agentic AI, it helps teams understand what's happening, why it matters, and what to do next— automatically.
- Over 50% of the Fortune 100 companies are current customers of Dynatrace.
Compensation and Rewards
Skills Required
- Successful track record in enterprise software sales across multiple business functions and executive-level customers
- Ability to manage sales cycles within complex organizations and compress decision cycles
- Outstanding written and oral communication, negotiation, and presentation skills
- Ability to build diverse territory plans and leverage a sales ecosystem
- Proven experience acquiring new business
- Ability to thrive in high-velocity situations and act with urgency
- Motivated, tenacious self-starter with consistent high performance against quota and VP- and C-level relationships
- Knowledge of building and executing business plans and sales plays
- Ability to collaborate and co-sell internally using MEDDPIC
- Familiarity with observability and the modern application market
- Public-sector sales experience
What the Team is Saying
Dynatrace Compensation & Benefits Highlights
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Leave & Time Off Breadth — Time off options include paid PTO, parental leave, volunteer time off, and company‑wide quarterly Wellness Days, with flexible hours and hybrid/remote arrangements noted. Feedback suggests these programs support work‑life balance across many U.S. roles, with some postings referencing an "unlimited" PTO approach.
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Healthcare Strength — Healthcare is presented as comprehensive, with medical, dental, and vision coverage plus mental‑health resources and an Employee Assistance Program; U.S. materials cite PPO/HDHP options and a Kaiser HMO in California. Feedback suggests these offerings are well regarded and form a solid core of the benefits package.
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Retirement Support — Retirement programs include a U.S. 401(k) with company match and access to retirement planning tools, with company reporting also referencing broader retirement savings programs. Feedback suggests this foundation contributes meaningfully to overall total rewards.
Dynatrace Insights
What We Do
Dynatrace lets customers understand their business like never before, so they can see beyond the complexity, find and fix problems faster and automate manual tasks with Al — so they can focus on what truly matters: running their business.
Why Work With Us
In a world that runs on software, our Al-driven insights cut through the noise, allowing you to focus on what truly matters by automating manual tasks and resolving issues with pinpoint accuracy. Our culture, fueled by curiosity, openness, and authenticity, drives our pursuit of innovation and excellence in crafting the Dynatrace platform.
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Hybrid Workspace
Employees engage in a combination of remote and on-site work.
Majority of roles are hybrid with flexibility. Please speak with our recruiting team for specific details on hybrid work.
