Your role at DynatraceWe are looking for a candidate to fill a newly created position as an Enterprise Acquisition Account Executive. In this role, you will drive sales growth through targeted acquisition efforts across various industry segments. It’s all about a “land and expand” approach amongst enterprise-grade organizations. As part of your responsibilities, you’ll oversee 0 to 2 existing customer accounts. Your focus will be on nurturing these relationships and expanding partnerships. Additionally, you’ll engage with 35 to 40 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. Additionally, 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. What you will be focusing on as an Enterprise Acquisition Account Executive: - Execute on territory plans to deliver maximum revenue potential within a pool of broad, regionally focused accounts. - Collaborative pre-defined SE support based on region. - 0-2 customers, 35-40 prospects, with 40 total accounts. - Drive new logo customers, focusing on landing and expanding Dynatrace usage. - 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 succeedPreferred Requirements: - You show a successful track record in Enterprise software sales across many business functions within 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 presentations skills). - You are confident in building a diverse territory plan and have familiarity in leveraging a sales ecosystem. - You have proven experience in acquiring new business. - 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 VP- and C-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 MEDDPIC). - You are familiar with the observability and modern application market. Why you will love being a Dynatracer - 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.

Role Description The Territory Manager will drive revenue growth within the Metro NY territory by developing new customer relationships and expanding sales with existing accounts. Reporting to the Regional Sales Manager, this role focuses on beverage & food sales across various foodservice channels. - Manage and grow a multi-million-dollar territory by increasing beverage and food sales with large local operators across multiple foodservice channels (restaurants, bars, coffee shops, lodging-resorts, etc). - Build a strong pipeline through a consultative sales approach, aligning Kerry products with customer needs. - Conduct menu analysis, beverage ideation, recipe development, and profitability assessments. - Implement seasonal menus, LTOs, and beverage promotions to drive incremental growth. - Provide product and application training to customers, brokers, and distributor reps. - Generate new business through cold calling and lead follow-up. - Oversee beverage equipment placement and ensure volume targets are met. - Maintain CRM records and manage opportunities from lead to close. - Build a network of key referral sources within the territory. Qualifications - College degree preferred. - 3+ years of beverage / food sales experience in the foodservice industry. - Prior experience as a bartender or barista is a nice-to-have. - Strong presentation and communication skills. - Self-starter with strong organizational skills and a competitive drive. - Team player with a collaborative mindset. - Proficient in CRM systems and Microsoft Office 365. - Willingness to travel (limited overnight). - Reliable transportation required. - Ability to lift up to 35 lbs. (for product demos). Requirements - The pay range for this position is $63,000 - $116,900 in Annual Salary. - Kerry typically does not hire an individual at the top or near the top of the range. - Compensation decisions are dependent on various factors including skills, qualifications, experience, internal equity, and location. - This position is also eligible to earn a performance-based incentive compensation. Benefits - Medical, dental, and vision insurance. - Paid time off. - 401(k) plan with employee and company contribution opportunities. - Employee Share Plan. - Life, disability, and accident insurance. - Tuition reimbursement.

Role Description Manages and directs customer account support, project management, and large-scale deployment activities for the McDonald’s account. This role leads cross-functional initiatives from early development through execution, supports business growth, and ensures a positive deployment experience that strengthens long-term customer relationships. - Lead large-scale deployments and customer initiatives for the McDonald’s account from concept through execution. - Serve as the primary point of contact for McDonald’s Equipment and Operations teams, ensuring clear communication and alignment throughout all phases of development and deployment. - Develop and maintain strong relationships with assigned key customer contacts and corporate departmental stakeholders to ensure a thorough understanding of customer operational objectives, timelines, and expectations. - Work cross-functionally with internal teams including Engineering, IT, Purchasing, Logistics, Operations, Sales, and external OEM/Suppliers to support deployment readiness and execution. - Partner closely with Franke IT to develop and manage survey tools that collect customer data and facilitate accurate order import into our system. - Collaborate with Operations on order intake, order fulfillment, shipping execution, and issue resolution to deliver a positive customer deployment experience. - Coordinate program data collection and tracking to ensure timelines, deliverables, and customer expectations are met. - Serve as a trusted resource to McDonald’s throughout the development, pilot, and rollout of initiatives, resolving issues quickly and professionally to maintain customer satisfaction and operational continuity. - Identify new business opportunities within the McDonald’s account to support revenue growth and expanded partnerships. - Serves as liaison between the customer and all associated company divisions as required. - Reliable attendance is a must. - 10%-20% travel may be required. - Other duties as assigned. Qualifications - Project Management — Ability to lead large-scale deployments, manage multiple initiatives simultaneously, and coordinate timelines, resources, and stakeholders across functions. - Customer & Account Management — Ability to develop and maintain relationships with key customer contacts; work directly with customers to deliver a positive deployment experience and strengthen long-term business relationships. - Cross-Functional Collaboration — Ability to work effectively across technical, operational, and customer-facing teams to deliver solutions that meet customer requirements. - Business Development — Ability to identify new business opportunities, support revenue growth, and contribute to strategic account expansion. - High Language Skills — Ability to read, analyze, and interpret general business periodicals, professional journals, technical procedures, or governmental regulations. Ability to write business correspondence and present information effectively to customers and internal teams. - High Reasoning Skills — Ability to solve practical problems, assess risks, and respond proactively to challenges during deployment and execution phases. - Computer Skills — MS Word, MS Excel, PowerPoint, PBS. - Travel - 10%-20% travel may be required. Requirements - Minimum one (1) year prior work experience in account management, project management, food service equipment, supply chain, restaurant operations deployments, or equivalent. - Minimum Associate’s Degree, Bachelor’s Degree preferred. - Or equivalent combination of education and experience. Benefits - Reliable attendance is a must. - 10%-20% travel may be required. - Other duties as assigned.

Role Description The Neurology Account Specialist (NAS) will be responsible for meeting and/or exceeding sales goals in an assigned territory by developing, implementing, and executing an integrated territory business plan encompassing key customer targets. The incumbent will demonstrate subject matter expertise concerning scientific and clinical information for ALS and take a customer-focused approach to engage customers in clinically relevant discussion utilizing approved materials. - Meets or exceeds sales objectives for assigned geography through implementation of approved market/selling strategies and solutions. - Understands and addresses both business and scientific oriented needs of healthcare professionals by engaging in meaningful dialog to determine underlying patient needs and determine how products could address such needs. - Partners with Medical Science Directors, Managers, Patient Access, Regional Business Directors, HUB services and other organizational personnel to develop strategies to ensure a high level of customer satisfaction. - Develops and implements a dynamic territory business plan by analyzing the business, competitive landscape and territory market to drive business. - Develops, nurtures and maintains professional relationships with targeted KOLs including physicians, medical staff, and key hospital personnel and ALS center staff. - Navigates the hospital formulary process and develops and implements strategies to ensure successful product positioning and availability. - Anticipates potential business challenges, adjusts priorities as needed, demonstrates flexibility, and develops solutions to address challenges. - Maintains an exceptional level of proficiency in selling skills, clinical, market and product knowledge and the business environment of the territory. - Collaborates with peers and company personnel to ensure corporate objectives and initiatives are achieved. - Effectively plans and organizes schedule to ensure maximum efficiency and use of time to accomplish goals and objectives. - Acts as a company ambassador; presents a professional image and represents the company, products and people with integrity and respect. - Completes tasks and projects assigned by Regional Business Director. - Ensures that all activities are in compliance with applicable regulations and Pharma guidelines. Qualifications - BA/BS Degree. - Minimum of 5 years pharmaceutical sales experience, including at least 2 years' experience in Neurology, and/or CNS. - Sound understanding of the pharmaceutical industry and regulations/guidelines pertaining to pharmaceutical sales. - Experience with new product launches. - Highly self-directed, committed to excellence, possess an entrepreneurial spirit. - Strong selling skills with track record of sales success particularly with new product launches. - Polished, professional image coupled with outstanding ability to engage others and build strong business relationships. - Strong oral/written communication and presentation skills. - Proficiency in MS Office; proficiency in Veeva is a plus. - Must be able to travel up to 30%, including frequent overnight stays. Benefits - The base salary range for this full-time, field-based position is $160,000-$180,000. - Individual pay is determined by several factors, which include but are not limited to: job-related skills, experience, and relevant education or training. - The range does not include the comprehensive benefits, vehicle allowance, bonus, long-term incentive, or any additional compensation that may be associated with this role. EEO Shionogi Inc. is an equal opportunity employer supporting individuals with disabilities and veterans. All qualified applicants will receive equal consideration for employment opportunities based on valid job requirements without regard to race, color, religion, sex (including pregnancy), marital status, national origin, age, ancestry, citizenship, disability, genetic information, status as a disabled veteran, a recently separated veteran, Active Duty Wartime or Campaign Badge Veterans, and Armed Forces Service Medal Veterans, or any other characteristic protected by applicable law. It is the policy of Shionogi Inc. to undertake affirmative action for protected veterans and individuals with disabilities in compliance with all federal, state, and local requirements to recruit a diverse pool of protected veteran and individuals with disabilities applicants and to ensure that our employment practices are, in fact, non-discriminatory. If you are a qualified individual with a disability or a disabled veteran, you may request a reasonable accommodation if you are unable or limited in your ability to use or access this website to apply for a vacancy as a result of your disability. You can request accommodations by calling 973-307-3550 or by sending an email to ShionogiHR@shionogi.com.