Federal Account Executive, Intelligence Community (Remote, Washington D.C.)

About the position

As a Federal Account Executive for the Intelligence Community at Dynatrace, you will manage the growth and adoption of our Dynatrace platform within assigned accounts globally. This role involves collaborating with local sales and support teams across various geographical locations. You will drive customers' long-term corporate and cloud strategies, creating a holistic strategic account plan with key initiatives that will facilitate strategy realization over a 2-3 year period. Your responsibilities will include defining and detailing a prioritized key initiative plan in conjunction with customer stakeholders, mapping stakeholders to govern the current and future relationship, and ensuring that the Dynatrace assigned executive sponsor is appropriately engaged. You will mobilize and execute the end-to-end land, adopt, and grow Annual Recurring Revenue (ARR) strategy, leveraging Dynatrace services, support, partner, and hyper-scale ecosystems to expand the Dynatrace footprint through innovation and collaboration. Additionally, you will develop long-term C-level relationships and influence a virtual team of resources from various lines of business, functions, and geographies.

Responsibilities

• Manage growth & adoption of the Dynatrace platform into assigned accounts on a global basis.
• Drive customer's long-term corporate & cloud strategies with accompanying roadmap.
• 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.
• Mobilize & execute the end-to-end land, adopt, and grow ARR strategy.
• Leverage Dynatrace services, support, partner, and hyper-scale ecosystems to expand the Dynatrace footprint.
• Develop long-term C-level relationships.
• Influence & lead a virtual team of resources from various LoBs, functions, and geographies.

Requirements

• HS diploma or GED AND at least 3 years of experience in closing enterprise software sales.
• TS/SCI clearance required.

Nice-to-haves

• Experience managing sales cycles within complex organizations.
• Specific experience selling into Federal DoD/IC accounts.
• Outstanding communication (written and oral), negotiation, and presentation skills.
• Ability to collaborate internally across all supporting resources within sales.
• Successful track record in Enterprise software sales.
• Ability to thrive in high-velocity situations and act with a sense of urgency.
• Experience with account mapping and planning.
• Motivated and tenacious self-starter with high performance against quota.
• MEDDIC experience.
• APM experience (just a plus -- not necessary).

Benefits

• Unlimited personal time off.
• Employee stock purchase plan.
• Competitive compensation packages.
• Medical and dental benefits.
• Company matching 401(k) plan for retirement.