• Follow up internet, digital, and manufacturer-provided sales leads promptly • Book showroom and virtual appointments for the sales team • Re-engage lost and dormant leads to recover sales opportunities • Follow up no-show appointments and reschedule where possible • Maintain accurate CRM records and customer notes • Monitor, maintain, and quality-check AI sales agents • Escalate system or lead issues to the Sales Manager

Your role at DynatraceWe are looking to fill a Strategic Enterprise Account Executive to generate velocity and focus on enterprise sales across multiple segments in multiple industries. As a Strategic Enterprise Account Executive at Dynatrace, you will work with the largest companies in the world to shape and lead Dynatrace’s Go To Market in the Fortune 100. You will manage 2-3 named accounts of existing customers along with 2-3 prospective accounts to identify an entry point to introduce Dynatrace. We are looking for you to bring knowledge and proven success operating in the technology space and selling at the executive level with an APM centric approach. This is an opportunity to leverage hyperscalers in a platform sale in the end-to-end observability and security space. What you will be focusing on as a Strategic Enterprise Account Executive Execute on account plans to deliver maximum revenue potential within a pool of 2-3 Enterprise named accounts, with 2-3 prospects. In this role you will: - Proactively manage and grow a portfolio of assigned Strategic Enterprise level clients. - Designated SE support at a 1:1.5 ratio within region. 2-3 customers, 2-3 prospects, with 5 total accounts. - Understand how our solutions address executive level challenges. - Maintain accurate forecasts and report to the sales leader on the status of new and expansion opportunities, leveraging the MEDDPIC framework. - Consult with Vice President and C-level executives to develop and implement an effective enterprise-wide strategy that maximizes the value delivered by Dynatrace; position Dynatrace relative to the competition. - Generate velocity by establishing Dynatrace in new markets through product demonstrations, in-market events, and account specific initiatives. - Develop a contact network within named accounts and channel partners to ensure Dynatrace can be sold broadly and effectively. - Work closely with Dynatrace functional areas such as sales engineering, marketing, legal, finance and other lines of business to develop and execute a solution strategy to meet customer business needs. - Ensure your customers’ implementations are wildly successful. What will help you succeedMinimum Requirements: - HS diploma or GED - A minimum of 5+ years of experience in closing large enterprise software sales. Preferred Requirements: - A successful track record in Enterprise software sales across many business functions within the executive level of a customer. - Ability to manage sales cycles within complex organizations, while compressing decision cycles. - Outstanding organizational and communication skills (written and oral, negotiation and presentations skills). - Confidence in building a diverse territory plan and have familiarity in leveraging a sales ecosystem. - Proven experience in acquiring new business. - Thrive in high-velocity situations and can think/act with a sense of urgency. - Motivated and tenacious self-starter who consistently delivers high performance against quota, driven by VP- and C-level relationships. - Know how to build and execute business plans and sales plays. - Know how to collaborate and co-sell internally across all supporting resources to maximize your effectiveness and advance the sales process (MEDDPIC). - Familiar with the observability and modern application market. Why you will love being a Dynatracer - A one-product software company creating real value for the largest enterprises and millions of end customers globally, striving for a world where software works perfectly. - Working with the latest technologies and at the forefront of innovation in tech on scale; but also, in other areas like marketing, design, or research. - A team that thinks outside the box, welcomes unconventional ideas, and pushes boundaries. - An environment that fosters innovation, enables creative collaboration, and allows you to grow. - A globally unique and tailor-made career development program recognizing your potential, promoting your strengths, and supporting you in achieving your career goals. - A truly international mindset that is being shaped by the diverse personalities, expertise, and backgrounds of our global team. - A relocation team that is eager to help you start your journey to a new country, always there to support and by your side. - Attractive compensation packages and stock purchase options with numerous benefits and advantages. Compensation and Rewards - The expected base pay range for this position is roughly $140,000 to $192,000. Compensation will ultimately be determined by factors such as skills and experience. - Our total compensation package includes unlimited personal time off, an employee stock purchase plan, and a reward system. - We also offer medical/dental benefits, and a company matching 401(k) plan for retirement. Equal Employment OpportunityAll your information will be kept confidential according to EEO guidelines. 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 careers@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. To be considered for this position, please upload your resume/CV.

• Self-generate qualified pipeline to ensure consistent velocity toward monthly quota attainment • Leverage SPIN (or alike) to skillfully conduct comprehensive discovery • Leverage MEDDPICC (or alike) to forecast accurately, identify risk, and disqualify weak opportunities early • Negotiate pricing, packaging, and contractual terms to achieve timely and mutually desirable outcomes • Coordinate internal resources and key external stakeholders to successfully complete customer's legal, security, and compliance requirements • Embrace a disciplined cadence of activity for consistent and measurable top-of-the-funnel inputs • Conduct formal weekly pipeline reviews that ensure correct coverage and accurate forecasting, using Salesforce is the source of truth • Attend regular Deal Desk and Pre-Call Planning meetings to gameplan new logo and expansion engagements • Partner cross-functionally to ensure smooth pre-sale to post-sale transition • Activate existing customers to refer and expansion by consistently delivering value, follow-through, and mindful communication • Engage in routine sales trainings and incorporate new systems and processes into the sales cycle

About Kerry Kerry is the world's leading taste and nutrition company for the food, beverage and pharmaceutical industries. Every day we partner with customers to create healthier, tastier and more sustainable products that are consumed by billions of people across the world. Our vision is to be our customers' most valued partner, creating a world of sustainable nutrition. A career with Kerry offers you an opportunity to shape the future of food while providing you opportunities to explore and grow in a truly global environment. About the role At Kerry, we partner with the world’s leading foodservice and retail brands to create products that delight consumers and deliver real value. As a National Account Manager, you’ll be at the center of that mission — building relationships with major chain accounts, driving growth, and helping customers innovate with Kerry’s portfolio of taste and nutrition solutions. We have multiple openings. All positions are remote with 50%+ travel. Key responsibilities - Manage and direct all sales efforts as National Account Manager for assigned customers across varying US geographies. - Defend and expand existing base of Customized and Branded business at current active customers through account penetration and increasing menu usage. - Develop new and profitable Customized and Branded business at targeted accounts by identifying value added solutions to meet customers menu needs. - Establish sales market plans and manage the sales execution to achieve objectives. - Manage spending to assure the delivery of sales results within approved spending levels. - Manage customer relationships at all levels at assigned chain accounts. - Focus on generating profitable business by developing customer strategies that address customer goals, objectives, and culture. - Manage customer agreements that deliver against annual operating plans. - Manage and orchestrate all customer opportunities and activities, utilizing the appropriate resources to win. - Develop and execute strategic plan to optimize the use of all pertinent Kerry technologies. - Develop and execute on pricing strategies. - Participate in the development, implementation and achievement of annual budgets. - Analyze business trends to develop business growth strategy and manage total opportunity pipeline. Qualifications and skills - 5+ years’ experience successfully managing Top 100 Chain Customers including Global Foodservice Chains. - Bachelor’s degree in Business and/or Food Science with emphasis in Business or Marketing, Public Relations, or equivalent is required. - Strong verbal and written skills. Exhibits enthusiasm, self-motivation, and strong initiative, with ability to be a team player. - Concise and timely communications both internally and externally. - Strong presentation skills. Effectively promote Kerry within the foodservice community. - 50% travel to customer and Kerry locations. - Experience with Salesforce.com a plus. ​ The pay range for this position is $123,859.00-213,784.00. Kerry typically does not hire an individual at the top or near the top of the range, as we are a pay-for-performance company, and this range is set to continue to reward performance annually while in role. Compensation decisions are dependent on the facts and circumstances of each case. The specific compensation offered to a candidate within the above range may be influenced by a variety of factors including skills, qualifications, experience, internal equity, and Location. In addition, this position is also eligible to earn a performance-based incentive compensation. Kerry offers a competitive benefits package, including medical, dental, vision, paid time off, a 401(k) plan with employee and company contribution opportunities, Employee Share Plan, Life, disability, and accident insurance, and tuition reimbursement. This job posting is anticipated to expire on 12/13/2025. Kerry is an equal opportunity employer. Employment decisions are made without regard to race, color, religion, national or ethnic origin, sex, sexual orientation, gender identity or expression, age disability, protected veteran status or other characteristics protected by law. Kerry will only employ those who are legally authorized to work in the United States for this opening. Any offer of employment is conditional upon the successful completion of a background investigation and drug screen. Additional information can be found at Know Your Rights Workplace Discrimination is Illegal (dol.gov). Beware of scams online or from individuals claiming to represent us. A Kerry employee will not solicit candidates through a non-Kerry email address or phone number. In addition, Kerry does not currently utilise video chat rooms (e.g., Google Hangouts) to conduct interviews. Refuse any request that asks you to provide payment to participate in the hiring process (e.g., purchasing a “starter kit,” investing in training, or something similar). Kerry will not ask you to pay any money at any point in the hiring process with the exception of reimbursable travel expenses. In addition, any payments made by Kerry will be from official firm accounts bearing the Kerry name.