Account Executive - Commercial Sales, ANZ

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

• 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.

What will help you succeed
Minimum Requirement:
• 1-3 years of proven success selling SaaS and enterprise software to mid-market and SMB organisations.
Preferred Qualifications:
• 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.
Why you will love being a Dynatracer

• 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.