Account Executive - Public Sector (Edmonton - Remote)

Dynatrace exists to make the world’s software work perfectly. Our unified software intelligence platform combines broad and deep observability and continuous runtime application security with the most advanced AIOps to provide answers and intelligent automation from data at an enormous scale. This enables innovators to modernize and automate cloud operations, deliver software faster and more securely, and ensure flawless digital experiences. That is why the world’s largest organizations trust Dynatrace® to accelerate digital transformation.

We are looking for a candidate to fill a newly created position as an Enterprise Account Executive focused on our public sector clients across Western Canada. In this role, you will drive sales growth through targeted acquisition and expansion efforts across provincial, municipal, healthcare, and academic accounts, from BC to Manitoba.

It’s all about a “land and expand” approach amongst these organizations. As part of your responsibilities, you’ll oversee 7 to 10 existing customer accounts. Your focus will be on nurturing these relationships and expanding partnerships. Additionally, you’ll engage with 8 to 10 potential customers, introducing them to our offerings. After successfully converting prospects, you’ll have the chance to maintain those accounts and explore opportunities for upselling and cross-selling our solutions. You’ll benefit from mentorship provided by our award-winning leadership team. Collaborating closely with our high-performing sales professionals, SDRs, and partners, you’ll be on the path toward achieving ultimate success.
Remote role. Must live in or near Edmonton or Calgary.

• Drive customers’ long-term corporate & cloud strategies with accompanying roadmap
• Manage growth & adoption of our Dynatrace platform into assigned accounts on a global basis, whilst working with local sales and support teams across various GEOs
• Create a holistic strategic account plan with key initiatives that will drive strategy realization over a 2-3 year period
• Define & detail a prioritized key initiative plan jointly with customer stakeholders
• Map stakeholders to govern the current & future relationship, as well as to ensure that the Dynatrace assigned executive sponsor is appropriately engaged
• Mobilize & execute the end-to-end land, adopt (consume & promote), and grow ARR strategy
• Leverage the Dynatrace services, support, partner, and hyper-scale ecosystems to expand the Dynatrace footprint through innovation and collaboration
• Develop long-term C-level relationships
• Influence & lead a virtual team of resources from various LoBs, functions, and geographies

Minimum Requirements:

• HS diploma or GED and a minimum of 7 years of experience in closing enterprise software sales.

Preferred Requirements:

• You show a successful track record in Enterprise software sales across many business functions at the executive level of a customer.
• You can manage sales cycles within complex organizations while compressing decision cycles.
• You have outstanding organizational and communication skills (written and oral, negotiation and presentation skills).
• You are confident in building a diverse territory plan and have familiarity with leveraging a sales ecosystem.
• You have proven experience in acquiring new business while also nurturing existing relationships to expand spend
• You thrive in high-velocity situations and can think/act with a sense of urgency.
• You are a motivated and tenacious self-starter who consistently delivers high performance against quota, driven by executive-level relationships.
• You know how to build and execute business plans and sales plays.
• You know how to collaborate and co-sell internally across all supporting resources to maximize your effectiveness and advance the sales process (familiar with MEDDPICC).
• You are familiar with the observability and modern application market.

• 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.