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Account Executive-Public Sector

3+ months agoSingapore

·       Dynatrace activities in the allocated territory working appropriate Dynatrace sales Channels, in close conjunction and with the agreement of the extended Dynatrace team.
·       Manage the balance between short-term gain and long-term growth for all opportunities and initiatives to achieve/exceed assigned sales targets and increase market share whilst defending against competitors’ activities.
·       Drive expansion of existing Customers with a balance of 50:50 on expand vs acquisition of new customers
·       Selling specialised business enterprise solutions at senior levels.
·       Providing territory management activities such as: sales call reports, territory analysis, updating the sales and marketing database, timely forecast and expense reporting with territory insight.
·       Strong pipeline development skills and provide the accurate forecast to exceed plan.
·       Responsible for the promotion, prospect development and customer satisfaction in the assigned territory with Partners & Alliances to extend coverage of territory & drive additional market share.
·       Responsibility for successful market expansion for the full Dynatrace Solution set.
·       Maintaining call rates with established customers in an assigned territory, to defend those accounts from competitors’ activities.
·       Arranging and conducting product demonstrations.
·       Negotiating price and volume discounts within well-defined schedules and guidelines.
·       Monitoring and reporting competitors’ sales activities in the territory.
·       Contributing to multi-product sales achievements. 
·       Expand on the responsibility to execute 

Planning & Strategy:
·       Document and execute Territory, Account and Opportunity Plans demonstrating a strong understanding of the customer's business issues, and relating them to business initiatives, corresponding IT initiatives and Dynatrace solutions that address those needs.
·       Develops a contact network within the account(s) and channel partners to enable Dynatrace business to be sold broadly and effectively.
·       Develops and supports Channel initiatives and corporate programs in allocated territory.
·       Work closely with, and establish engagement between, Dynatrace functional areas such as Marketing, Pre-Sales, Solution Managers, Customer Success, Finance and other Lines of Business as necessary, to develop and execute a solution strategy to meet customer business needs.
·       Develop successful sales campaigns that maximize Dynatrace advantages and win rate.
What we look for:
·       Deep Knowledge of Singapore, specifically Public Sector sectors.
·       Deep understanding of the government procurement process
·       Bulk tender, ATFM, AWS marketplace knowledge critical
·       Security clearance for the government
·       Minimum of 8+ years’ experience in a sales capacity.
·       Ability to follow and drive a defined diagnostic sales process
·       Experience in the management of business relationships with customers in a customer-facing role
·       An understanding of the nuances of diverse Channels to market as well as Direct Sales.
·       Exceptional time management and organisational skills
·       Exceptional Communication, Diagnostic & Strong persuasive skills
·       Effective business solutions selling skills at senior levels
·       Extensive Application Environment & APM Skills knowledge
·       Ability to negotiate complex sales at all levels
·       Attention to detail
·       Ability to establish justification/business case for product

If you are looking for a company that values, encourages and rewards employees, and provides the work environment where you can best use your talents and grow professionally, you've come to the right place. 
Job ID: 5c61826d-e8f8-476c-aced-ed2986ae6d93
Employment Type: Other