Your role at DynatraceWe are looking for a candidate to fill a newly created position as an Enterprise Expansion Account Executive in Panama. In this role, you will drive sales growth through targeted acquisition and expansion 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 7 to 10 existing customer accounts. Your focus will be on nurturing these relationships and expanding partnerships. Additionally, you’ll engage with 5 to 8 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. Collaborating closely with our high-performing sales professionals, SDRs, and partners, you’ll be on the path toward achieving ultimate success. - Execute on territory plans to deliver maximum revenue potential within a pool of regionally focused Enterprise accounts. - Collaborative pre-defined SE support based on region. 7-10 customers, 5-8 prospects, with 18 total accounts. - Drive new logo customers whilst also focusing on expanding Dynatrace usage within existing accounts. - 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 AND a minimum of one year of experience in closing enterprise software sales. - Live in Sao Paulo Preferred 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• 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 with Dynatracers from different countries & cultures all over the world, and English as the corporate language that connects us all • A culture that is being shaped by the diverse personalities, expertise, and backgrounds of our global team.

• Own a portfolio of multi-location accounts and drive NRR through proactive planning and engagement. • Analyze account performance and customer feedback to build strategic engagement plans tailored to each parent organization. • Use a mix of service and commercial skills to guide practices through critical moments in the Dandy journey. • Leverage dashboards and data triggers to prioritize outreach and identify expansion or renewal opportunities across sites. • Identify and execute upsell and cross-sell opportunities within each parent account. • Drive activation of additional doctors and scanners within existing practices. • Lead expansion into new practice locations, ensuring consistent onboarding and alignment with parent-level goals. • Build and maintain strong, long-term relationships with executives, doctors, and/or practice managers across all locations. • Serve as a strategic consultant, offering tailored solutions and guidance to align with customer objectives. • Negotiate contract terms with key stakeholders and implement churn-reduction strategies. • Partner cross-functionally with Sales, CX, Training, Ops and Marketing to ensure a unified customer experience across locations. • Develop a deep understanding of dental practice operations and the competitive digital dentistry landscape. • Communicate confidently in the “language” of clinicians to provide consultative problem-solving and drive adoption. • Stay informed on product updates, scanner capabilities, and market trends to add strategic value in every interaction. • Experiment with new tactics, talk tracks, and engagement models to improve retention and expansion. • Collaborate across teams to ensure customers receive timely, consistent support during every stage of their journey. • Capture and share Voice of Customer insights to influence product and operational enhancements. • Contribute to playbook development that scales successful multi-location engagement strategies company-wide.

Your role at DynatraceWe are looking for a candidate to fill a newly created position as an Government Expansion Account Executive in Brasilla. In this role, you will drive sales growth through targeted acquisition and expansion 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 7 to 10 existing customer accounts. Your focus will be on nurturing these relationships and expanding partnerships. Additionally, you’ll engage with 5 to 8 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. Collaborating closely with our high-performing sales professionals, SDRs, and partners, you’ll be on the path toward achieving ultimate success. - Execute on territory plans to deliver maximum revenue potential within a pool of regionally focused Enterprise accounts. - Collaborative pre-defined SE support based on region. 7-10 customers, 5-8 prospects, with 18 total accounts. - Drive new logo customers whilst also focusing on expanding Dynatrace usage within existing accounts. - 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 AND a minimum of one year of experience in closing enterprise software sales. - 5+ yrs experience selling into Brazilian Government Entities Preferred 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 - 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 with Dynatracers from different countries & cultures all over the world, and English as the corporate language that connects us all - A culture that is being shaped by the diverse personalities, expertise, and backgrounds of our global team.

• grow and maintain strong relationships with Distributors, Dealers, and construction professionals • achieve sales, margin, and market share goals • optimize local distribution and increase product awareness • collaborate with internal teams for promotions and programs • track KPIs and business performance