Your role at Dynatrace - 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 - 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, 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 What will help you succeedMinimum Requirements: - HS diploma or GED AND a minimum of 3-4 years of experience in closing enterprise software sales. Preferred Requirements: - You have worked with Federal System Integrator customers in a sell-to and/or sell-through capacity - You have extensive experience of enterprise selling experience in large global accounts at the executive level - You have a successful track record of handling large complex deal negotiations and global contracts - You previously have stood as a primary account manager or team leader for a large, globally federated enterprise working with multiple business units (influencing governance and policy is a plus!) - You can navigate across the business and the customer in a trusted advisor/consultative approach; and establish credibility quickly with senior-level executives across the organizations - You understand Observability, Security and/or technology-as-a-service space (Infrastructure-as-a-Service, Software-as-a-Service, Platform-as-a-Service) - You can bring your sales or consulting expertise and business acumen dealing with complex business software/IT solutions and global contracts - You have knowledge of the IT ecosystem in large, global, enterprises 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. Compensation and Rewards - The salary range for this role is $149,000-$186,000. When determining your salary, we consider your experience, skills, education, and work location. - 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.

Available Locations: Singapore About the Department Account Executives, Channel Account Managers, Business Development Representatives, Solution Engineers, Customer Success, and Sales Operations - all working together help our customers adopt Cloudflare and create great Internet-enabled experiences. The sales team at Cloudflare helps customers solve real, technical problems while creating the revenue streams that help the company provide free service to millions in our community. About this Role This role within the mid-market segment focuses on both the acquisition of prospective customers, in addition to the expansion of existing customer accounts. Within this mid-market segment, you will work a set of target accounts in the Digital Native and or the Commercial sub-segments. This position targets companies with up to 2,500 employees or $1 billion in revenue. The ideal candidate will possess both a sales and technical background that enables them to drive engagement from administrative through executive levels within network operations, development and technical infrastructure teams. Key Responsibilities: - Develop and execute a comprehensive account/territory plan to achieve quarterly sales and annual revenue targets in a defined territory and/or account list. - Drive new business acquisition (new customer logos), customer expansion (upsell and cross sell Cloudflare solutions), and renewal within your territory. - Build a robust sales pipeline through continual engagement and nurturing of key prospect accounts. - Understand customer use-cases and how they pair with Cloudflare's portfolio solutions in order to identify new sales opportunities. - Craft and communicate compelling value propositions for Cloudflare services. Drive awareness through regular outbound campaigns on product and feature roadmap updates. - Effectively scale the territory with partners - Accurately forecast commercial outcomes by running a consistent sales process, including driving next step expectations and contract negotiations. - As a trusted advisor, build long-term strategic relationships with key accounts, to ensure customer adoption, retention and expansion. Regularly evaluate usage trends and articulate value to show Cloudflare impact and provide strategic recommendations during business reviews. - Network across different business units with each of your accounts, and multi-thread to identify and engage new divisional buyers. - Position Cloudflare's platform in each of your target customers, including Cloudflare One and the Connectivity Cloud to realize our full potential in every customer. - Operate internally as a liaison with cross-functional teams to share key customer feedback and insights to improve customer experience and further investments with Cloudflare. Requirements: - Direct B2B sales experience, adept at new business acquisition and account management. - Experience selling a technical, cloud-based product or service - Working knowledge of the cloud infrastructure and security space - Solid understanding of computer networking and Internet functioning. - Keenness for learning technical concepts/terms. Technical background in engineering, computer science, or MIS is advantageous. - Strong interpersonal communication skills (both verbal and written) and organizational skills - Self-motivated with an entrepreneurial spirit. - Comfortable working in a fast-paced dynamic environment. - Willingness to travel frequently to visit customers and prospects - Bachelor's degree or equivalent professional experience. - This role to be based in Singapore. - Proficiency in Mandarin and Cantonese is preferred to effectively engage with Greater China Region customers, alongside strong English communication skills for internal collaboration.

Location: London About the Department: Account Executives, Channel Account Managers, Business Development Representatives, Solution Engineers, Customer Success, and Sales Operations work together to help our customers adopt Cloudflare and create great Internet-enabled experiences. The sales team at Cloudflare helps customers solve real technical problems while driving the revenue that enables us to provide free services to millions globally. About this Role: You will be responsible for driving new business with fast-growing, cloud-native, VC-backed technology companies across the UK & Ireland, working closely with founders and senior technical leaders. This is an outbound, direct sales role requiring strong discipline, resilience, and commercial focus. You will own the full sales cycle - from account selection and prospecting through discovery, solution design, proposal, negotiation, and close. We are seeking someone who combines strong sales execution with technical credibility, and who is comfortable engaging across Engineering, DevOps, Security, Network, IT, and Infrastructure teams. Responsibilities: - Execute sales plans to achieve monthly, quarterly, and annual quota targets - Build and manage a portfolio of high-potential Digital Native - Emerging accounts focused on application security and performance - Generate and maintain pipeline through proactive outbounding and account engagement - Partner with BDRs and Marketing to drive demand and awareness Research target accounts to understand business models, growth plans, and technical priorities - Lead discovery to uncover business goals, challenges, and pain points Use a consultative approach to align Cloudflare solutions to customer outcomes - Collaborate with Solution Engineers and Product teams to design tailored solutions - Deliver clear, compelling presentations and proposals - Maintain accurate pipeline, forecasting, and MEDDPIC discipline in Salesforce - Manage end-to-end sales cycles with jointly owned customer timelines Proven ability to leverage ecosystem and channel relationships to influence, originate, and accelerate opportunities in startup and digital native segments Desirable Skills: - 4+ years B2B new business sales experience with at least 2 years closing - Outbound prospecting experience (BDR or full-cycle AE) - Track record selling to high-growth or VC-backed technology companies - Experience selling technical, cloud, SaaS, security, or infrastructure solutions - Working knowledge of cloud infrastructure and modern application architectures - Experience managing both short and complex sales cycles - Knowledge of application security (WAF, API security, DDoS) highly desirable - Strong communication and presentation skills - High ownership, resilience, and adaptability - A disciplined, driven sales professional with high integrity and energy

• Target, manage and sell to a defined geographic territory with under 1,500 employees • Own the full sales cycle, from prospecting to close, in order to fill Sumo Logic's pipeline • Create and deliver accurate sales forecasts • Perform product demos using web tools to prospect and customers • Partner with internal resources to provide a stellar experience for prospective customers and ensure their needs are being met