Value Practice Director

Your role at Dynatrace
As a Value Practice Director you will:
• Work directly with internal partners (Sales and Sales Management but also, Customer
Success, Services, Partner leads, Marketing) as well as with external collaborators
(customers, partners) to identify and conduct value realization studies and baselines.
• Develop and help present compelling value propositions, proposals, and business cases,
and then track post-sales benefit realization in support of Dynatrace's largest customers
and opportunities. This will likely require positioning these business cases in conjunction
with the sales team to C-Suite level contacts.
• Identify, define, quantify, and deliver business value to prospects and current customers
for upselling opportunities.
• Help drive enablement of the sales teams to deliver engaging discovery interviews with
IT teams to uncover value outcomes and opportunity areas.
• Contribute to the underlying value model framework and help develop additions to the
model and any new value frameworks.
• Develop and deliver training material in conjunction with the sales enablement team to
enable sales teams and the broader ecosystem.
• Understanding of software deal dynamics and ability to think strategically about driving
software opportunities forward.
• Ability to work independently and creatively.
• Collaborate with the broader enablement and become an active member of the team by
leading initiatives that advance our global practice.
What will help you succeed
Minimum Qualifications:
• High school diploma or GED required
• 5+ years of work experience in a management consulting firm, corporate strategy, sales
strategy, enterprise finance, business transformation, or other roles which require
analytical thinking.
• 3+ years working in the area of value realization.
Preferred Qualifications:
• Deeply curious about business and broadly interested in variety of customers/issues.
• Excellent verbal, written and listening communication skills.
• Excellent consulting skill set, including discovery, analysis, quantitative modeling,
presentation, persuasion, and project leadership skills.
• Comfortable navigating through investor presentations, press releases, earnings
transcripts, and financial documents.
• Experience with creating and delivering compelling presentations with quantitative
analyses.
• Strong project management skills and ability to create and deliver end-to-end
programs involving successful customer success enablement, demand generation or
revenue uplift contribution.
• Demonstrated creativity for new initiatives and a "get it done" mentality to achieve results
in a fast-paced, highly varied environment.
• Background in SaaS technology marketplace is preferable but not essential.
• Bachelor's Degree in a technical or financial field OR equivalent work experience,
advanced degrees a plus
Why you will love being a Dynatracer

• When determining your salary, we consider your experience, skills, education, and work location.
• Our total compensation package includes unlimited personal time off, an employee stock purchase plan, and a reward system.
• We also offer medical/dental benefits and a company-matched 401(k) plan for retirement.