Lead Customer Success Manager

Your role at Dynatrace
We realized that the traditional post-sales customer journey is broken, and we are on a mission to fix it! Our aim is to bring together all post-sales customer experiences under one unified framework - and we call it Dynatrace ONE. As a Lead Customer Success Manager (CSM) looking after our Australian Government customers, you will be at the core of this approach. Your main responsibility will be to ensure that our largest, most complex Government customers realize the value of their Dynatrace investment.
To excel in the role, you will need to be a seasoned strategic thinker with exposure to large government accounts, a master in relationship building, and have a solid history of retaining and growing your assigned accounts. Your focus will be on value, renewals and account growth and navigating Departments while collaborating with our Champions and internal account teams to ensure on-time renewals.
Job description

• Be the trusted advisor and primary post-sale point of contact for all Strategic Government Departments in Canberra ACT, engaging proactively with various teams on a regular basis
• Leverage your and coordinate your team's expertise to increase adoption and utilization of Dynatrace capabilities
• Demonstrate product features beyond core functionalities to help the customer achieve specific business results and maximum value from the product
• Identify opportunities from assigned clients, including upselling and cross-selling of related services and discovery of additional use cases
• Be accountable for client renewal and retention results
• Coordination and communication of value delivered from their Dynatrace investment
• Ensure deployment and utilization best practices are implemented and understood and collaborate with partners and internal consulting functions to drive timely results
• Handle escalations and coordinate across functional areas of Dynatrace to ensure flawless delivery (including Marketing, Sales, Professional Services, Engineering, Finance, Training, Support)

Responsibilities

• Develop relationships with complex customers and help various departments unleash the value of Dynatrace through education, enablement, and internal discovery
• Be the champion of deployment success by mapping out relevant stakeholders and engaging them on the relevant value proposition
• Visit client locations on a regular basis to ensure client satisfaction and promote ongoing contract renewal
• Coordinates sales quotations and responds to requests for proposals

What will help you succeed

• 6+ years of progressive experience in managing complex Government customers
• Australian Government Security Clearance
• Ability to quickly develop strong relationships with the executives/users/commercial partners/internal communities and drive outcomes
• Excellent verbal, written and interpersonal communication skills in English; any additional APAC language is a bonus
• Experience in working with execs in client environments, as well as with procurement and business owners
• Highly motivated, energetic, and committed to getting results
• Comfort with a fast-paced, dynamic environment is a must; past exposure to a high-growth and/or globally distributed companies is also valuable
• Sales methodology certification (Miller Heiman / Challenger / LAMP etc.) desirable
• Business acumen and commercial outlook, with a conceptual understanding of IT operations processes and best practices
• Technical understanding of cloud concepts and application performance technology, and specific use cases for AWS / GCP and Azure
• Understanding of APM marketplace and Dynatrace key strengths

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.