The Federal System Integrator Account Executive will prospect, attain, grow and maintain a specified territory within the Federal Government FSI customer base. Responsible for developing a sustainable product sales pipeline to meet forecasted revenue targets.
Territory planning and reporting: completion of quarterly territory plan, timely and complete weekly sales reporting (both written and verbal reviews). Development of new sales: development of qualified customers, consistent growth of sales funnel, timely completion of customer proposals, onsite customer presentations, negotiate contracts within established price and terms guidelines,
Selling skills: complete organizational mapping of all FSI buyers and buying influences, identification of key customer and program priorities, use weekly planning to overcome red flags. Daily use of software: document all accounts and customers with contact information and demographics, add all potential sales into opportunities, always have quarterly forecast current
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Professional sales growth: Actively participate in the quarterly and weekly meetings, be an expert on all Dynatrace software products and have a detailed understanding of competitors
Preferred Qualification
- 7–15 years of enterprise software sales experience in the US Federal space with demonstrated success selling to FSI’s on key programs
- Aggressive, action-oriented, results-oriented, pipeline builder & closer
- Sales skills: prospecting, qualification, verbal & written persuasiveness, negotiation and closing
- Demonstrated success building long-term relationships, consistently meeting and/or exceeding quota in US Federal Partner Ecosystem, Departments, Agencies and Programs
- Experienced solution seller with training in Challenger or like methodology
- High energy, self-motivated and persistently improvement oriented with respect to skills selling great Technology, the US Federal Market, and sales process
- Goal oriented
- Excellent and persuasive oral and written communication skills required
- Indecently drives trust across teams be making good use of resources like Systems Engineers and Subject Matter Experts.
- Engage the C-level stakeholders at the top 10 Federal Sis that manage Cloud performance monitoring and IT systems monitoring.
- Must be familiar with Federal programs that include Application Performance Monitoring solutions
- Gather Program intelligence to understand where Dynatrace has opportunities to sell APM products
- Lead SI joint business development planning processes with partners and develop program capture plan inclusive of but not limited to opportunity ID, teaming agreement, bid responses, and deployment.
- Manage complex enterprise agreement negotiations and collaborate with cross-function stakeholders
- Drive strategic program wins leveraging internal resources: Sales/Technical Engineering/Finance/Legal/Marketing
Minimum Qualifications
- 7-15 years of experience in enterprise sales, working with federal consulting partners.
- Experience with public cloud solutions across Software-as-a-Service (SaaS), Platform-as-a-Service (PaaS), and Infrastructure-as-a-Service (IaaS) markets.
- Proven success building scalable partnerships with partners, global system integrators, and consultancies
We take our Employer Brand and internal culture seriously. So much so, we are consistently recognized by reputable companies and brands like Business Insider, USA Today and Forbes. This year so far, Dynatrace scored a seat on Comparably’s award lists for Best Company Outlook, Best Company Global Culture, and Best Places to Work in Boston, to name a few. Dynatrace was also honored in the coveted Top Workplaces USA list in 2021. And we’re proud to be recognized on BuiltIn Boston’s 2021 'Best Large Companies to Work For' and 'Best Paying Companies.' We’ve got it made—won’t you join the #DynatraceLife
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Dynatrace provides software intelligence to simplify cloud complexity and accelerate digital transformation. With automatic and intelligent observability at scale, our all-in-one platform delivers precise answers about the performance and security of applications, the underlying infrastructure, and the experience of all users to enable organizations to innovate faster, collaborate more efficiently, and deliver more value with dramatically less effort. That’s why many of the world’s largest organizations trust Dynatrace®️ to modernize and automate cloud operations, release better software faster, and deliver unrivalled digital experiences.
We offer competitive compensation, company-sponsored premium benefits, medical, dental, vacation/holidays, company matching 401(k) Plan, etc. Dynatrace is an Equal Opportunity/Affirmative Action employer. All qualified applicants will receive consideration for employment without regard to race, sex, color, gender identity, religion, national origin, ancestry, citizenship, physical abilities, age, sexual orientation, creed, disability status, veteran status, pregnancy, genetic status, or any other characteristic protected by law. If your disability makes it difficult for you to use this site, please contact recruiting@dynatrace.com. Dynatrace participates in E-Verify, participant information in English and Spanish. Right to work information in English and Spanish. EEO is the Law/EEO is the Law Supplement. To be considered for this position, please upload your resume/CV.
Dynatrace requires all US employees to be fully vaccinated against COVID-19 two weeks prior to their start date, and to provide verification via the Clear app. Requests for exemptions, must be reviewed and approved prior to commencing employment. If this requirement is not met, your employment will not commence.
Note to Recruiters and Placement Agencies: Dynatrace LLC (Dynatrace) does not accept unsolicited agency resumes. Please do not forward unsolicited agency resumes to our website or to any Dynatrace employee. Dynatrace will not pay fees to any third party agency or firm and will not be responsible for any agency fees associated with unsolicited resumes. Unsolicited resumes received will be considered property of Dynatrace.