Enterprise Expansion Account Executive

1 settimana fa

Milano, Lombardia, Italia Dynatrace A tempo pieno

We are seeking a highly skilled Enterprise Expansion Account Executive to drive sales growth through targeted acquisition and expansion efforts across various industry segments.

This role involves overseeing 7 to 10 existing customer accounts, nurturing relationships, and expanding partnerships. Additionally, you will engage with 5 to 8 potential customers, introducing them to our offerings, and maintaining those accounts to explore opportunities for upselling and cross-selling our solutions.

Key Responsibilities:

  • Execute on territory plans to deliver maximum revenue potential within a pool of regionally focused Enterprise accounts.
  • Collaborate with pre-defined SE support based on region.
  • Drive new logo customers while focusing on expanding Dynatrace usage within existing accounts.
  • Consult with Vice President and C-level executives to develop and implement an effective enterprise-wide strategy that maximizes the value delivered by Dynatrace.
  • Generate velocity by establishing Dynatrace in new markets through 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 to develop and execute a solution strategy to meet customer business needs.

Requirements:

  • A successful track record in Enterprise software sales across many business functions within the executive level of a customer.
  • Ability to manage sales cycles within complex organizations while compressing decision cycles.
  • Outstanding organizational and communication skills, including negotiation and presentation skills.
  • Confidence in building a diverse territory plan and familiarity in leveraging a sales ecosystem.
  • Proven experience in acquiring new business while nurturing existing relationships to expand spend.
  • Ability to thrive in high-velocity situations and think/act with a sense of urgency.
  • Motivated and tenacious self-starter who consistently delivers high performance against quota, driven by VP- and C-level relationships.
  • Ability to build and execute business plans and sales plays.
  • Collaboration and co-selling skills internally across all supporting resources to maximize effectiveness and advance the sales process.
  • Familiarity with the observability and modern application market.

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