Account Executive - Commercial Sales, ANZ
Dynatrace
Date: 13 hours ago
City: Sydney, New South Wales
Contract type: Full time
Your role at Dynatrace
In this full-cycle sales role, you'll play a key part in helping our customers understand their business like never before. By adopting a "land and expand" strategy across mid-market and SMB organisations, you'll engage potential customers through creative, value-driven outreach to introduce them to our solutions. Once prospects are converted, you'll continue managing those accounts, identifying opportunities for upselling and cross-selling. As part of our newly established Commercial Sales segment, you'll benefit from mentorship by our award-winning leadership team and collaborate closely with high-performing sales professionals, SDRs, Solution Engineers, and partners to drive success.
Key Responsibilities
Minimum Requirement:
In this full-cycle sales role, you'll play a key part in helping our customers understand their business like never before. By adopting a "land and expand" strategy across mid-market and SMB organisations, you'll engage potential customers through creative, value-driven outreach to introduce them to our solutions. Once prospects are converted, you'll continue managing those accounts, identifying opportunities for upselling and cross-selling. As part of our newly established Commercial Sales segment, you'll benefit from mentorship by our award-winning leadership team and collaborate closely with high-performing sales professionals, SDRs, Solution Engineers, and partners to drive success.
Key Responsibilities
- Execute territory plans to maximise revenue across a portfolio of regionally dispersed accounts throughout ANZ, both virtually and in person.
- Manage a sales territory comprising of 5-10 customers, 100 prospects, and up to 150 total accounts.
- Drive new logo acquisition by creatively introducing Dynatrace through value-based outreach.
- Engage with Technology Leaders and C-level executives to develop and implement enterprise-wide strategies that maximise Dynatrace's value.
- Effectively position Dynatrace against competitors.
- Accelerate market penetration through product demonstrations, industry-specific initiatives, and in-market events.
- Build and maintain a strong contact network within named accounts and channel partners to ensure broad and effective sales coverage.
- Collaborate cross-functionally with Sales Development, Sales Engineering, Post-Sales, Marketing, Legal, Finance, and other teams to meet customer needs.
- Ensure your customers’ implementations are wildly successful.
Minimum Requirement:
- 1-3 years of proven success selling SaaS and enterprise software to mid-market and SMB organisations.
- Demonstrated success in meeting or exceeding sales quotas in software sales.
- Experience managing complex sales cycles and compressing decision timelines.
- Proven ability to sell to C-suite and technology leaders, building strong stakeholder relationships.
- Excellent communication, negotiation, and presentation skills.
- Ability to develop and execute diverse territory plans and leverage a sales ecosystem.
- Experience in cold and warm outreach to acquire new business.
- Thrive in fast-paced environments with a strong sense of urgency.
- Self-motivated, tenacious, and consistently high-performing.
- Skilled in building and executing sales plays and territory plans.
- Experience co-selling with channel partners and cloud hyperscalers.
- Strong internal collaboration skills to advance sales opportunities.
- Familiarity with enterprise technology, observability, and modern application markets.
- Knowledge of sales methodologies such as MEDDPICC.
- 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.
- The Dynatrace platform uses cutting-edge technologies, including our own Davis hypermodal AI, to help our customers modernize and automate cloud operations, deliver software faster and more securely, and enable flawless digital experiences.
- Over 50% of the Fortune 100 companies are current customers of Dynatrace.
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