• Serve as the leader and customer-facing liaison for successful implementation of Omnissa’s Product Solutions • Provide project leadership for the customer’s major Omnissa initiatives • Manage cross-functional Omnissa project teams • Design and develop innovative solutions to customer requirements • Maintain current functional and technical knowledge of the Omnissa suite of products • Advocate on customer’s behalf to help drive ROI • Provide clear and constructive product feedback

Your role at DynatraceDynatrace provides software intelligence to simplify cloud complexity and accelerate digital transformation. With automatic and intelligent observability at scale, our all-in-one platform delivers precise answers about the performance and security of applications, the underlying infrastructure, and the experience of all users to enable organizations to innovate faster, collaborate more efficiently, and deliver more value with dramatically less effort. That’s why many of the world’s largest organizations trust Dynatrace to modernize and automate cloud operations, release better software faster, and deliver unrivalled digital experiences. Dynatrace makes it easy and simple to monitor and run the most complex, hyper-scale multicloud systems. Dynatrace is a full stack and completely automated monitoring solution that can track every user, every transaction, across every application. - Constantly go above and beyond to serve our customers and be a shining, standard-setting example of our Core Values. - Triage, diagnose, and provide solutions to most complex configuration issues with Dynatrace solutions and non-Dynatrace integrations. - Strategize on the overall technical objectives and long-term goals of the team. - Provide advice and guidance as the subject matter expert to ensure successful ongoing usage, adoption of the product, and foster growth of the customer’s footprint. - Be the customer’s advocate by knowing their goals and use cases, then suggesting process improvements, product adoption, configuration, and additional features to meet their requirements. - Provide web-based training to user groups to support organizational adoption. - Undertake discovery and education activities to identify opportunities for Dynatrace usage across organizational functions and processes. - Providing coaching to TAMs to help them grow in their technical knowledge and personally. - Function as a frontline technical resource for “best practice” and informal customer questions. - Engage with customer support as a customer advocate to ensure speedy resolution of customer issues - Engage with Product management as the customer advocate on product roadmap discussions. - Participate and prepare for Monthly and Quarterly Business Reviews with customers. - Maintain current functional and technical knowledge of Dynatrace products and services. - Help to document best practices in developing and using Dynatrace Partner with support engineers, PM, and R&D to help customers and account teams to speed resolution. - Help communicate, escalate and advocate on behalf of the customer. - Provide insights, advice, and ‘street credibility’ with technical teams to understand technical issues and possible workarounds. - Help customers and account teams to understand support ticket trends/themes to be used to develop success plans, enablement advice, etc. - Have deep understanding of customers’ infrastructure, architecture, and business/regulatory requirements to speed up resolution. What will help you succeedEducation: - Bachelor's degree in Computer Science, Information Technology, or equivalent work experience - Bilingual (English/French) required, with native-level proficiency in both languages - Work experience 4+ years of experience - Experience working with large enterprise customers, including executive leadership - Demonstrated ability in leadership, mentorship, and organizational behavior - A track record of going above and beyond for your team and customers - Ability to manage executive relationships and discussions (VP/CxO) - Must have exceptional English written and verbal communications skills, as well as organizational and teamwork skills, and the ability to act fast and responsibly Impeccable time management skills and an ability to self-direct - Demonstrated experience being a Subject Matter Expert (SME) for Dynatrace technologies, methodologies, frameworks, and 3rd party technologies related to Dynatrace - Willingness to learn new technologies and resolve complex technical issues - Professional Level Dynatrace certification (or get certification within six months) - Two or more industry-relevant Associate Level certifications (AWS, Azure, k8s, …) - Strong technical understanding and experience in SaaS industry - Knowledge and experience with one or more of the following technologies related to Dynatrace: Cloud/new stack technologies such as OpenStack, OpenShift, AWS, Azure, Google Cloud, Cloud Foundry, Kubernetes, SAP, etc. - Web and application server technologies such as Apache, IIS, WebSphere, WebLogic, and JBoss Server/Server-side technologies such as Java Servlets, PHP, HTML, CSS, JavaScript, and Ajax - Mobile application technologies such as iOS and Android Webkit DevOps toolchain applications such as Ansible, Jenkins, Chef, Puppet, etc. - CMDB/ITSM Technologies/platforms such as ServiceNow and BMC - Must be customer service oriented and believe in teamwork, collaboration, adaptability & Initiative - Demonstrable success in thinking strategically and executing tactically while providing consistent and high customer satisfaction and retention levels in a fast-paced environment 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.

• Onboarding Ownership: Lead end-to-end customer onboardings, from the sales handoff through to project close. You coordinate architecture workshops, platform installation, access setup, integration configuration, and operational readiness reviews. You set the tone for how customers experience vCluster from day one. • Success Planning: Build and maintain customer success plans that document business objectives, KPIs, adoption milestones, and a forward plan. You treat the success plan as a living document that drives every customer conversation, not a one-time deliverable that sits in a folder. • Value Articulation: Translate platform adoption into business outcomes. You connect Tenant Cluster growth, provisioning time savings, and developer self-service enablement to the metrics your customers care about — cost efficiency, engineering velocity, risk reduction, and platform ROI. When it's time to renew or expand, the business case is already built. • Proactive Engagement: Own the customer relationship cadence — regular check-ins, Quarterly Business Reviews, and Executive Business Reviews. You do not wait for the customer and you run executive reviews that reinforce strategic partnership, not just feature updates. • Technical Credibility: Hold credible technical conversations with platform engineers, DevOps leads, and architects. You understand the vCluster architecture well enough to discuss Tenant Cluster deployment patterns, RBAC, Tenant Isolation, integrations, and Day 2 operations. You can independently assist the customer with their technical challenges and design optimal deployment architectures. • Renewal and Expansion: Own the renewal motion for your accounts — starting 90+ days out. You recognise expansion triggers — new use cases, AI/GPU workloads, additional Tenant Clusters, tier upgrades — and you work with the Account Executive and Solutions Engineer to convert them into growth that solves real customer problems. • Customer Advocacy: Serve as the internal voice of your customers. You represent their feature requests, escalate blockers, and provide actionable feedback to Product and Engineering grounded in real account context — not anecdote.

Role Description The Technical Sales Representative is responsible for driving specification influence, technical adoption, and sales growth through direct engagement with architects, consultants, building owners, and contractors. The role is primarily customer-facing, with a defined balance between external engagement and internal development and growth activities. Approximately 80% of the role is focused on direct customer engagement, with the remaining 20% dedicated to training, Technical Development Plans (TDP), and new product sales efforts. This job will typically be expected to perform duties Monday – Friday, 8am – 5pm, with occasional weekend work and travel. - Plan, coordinate, and deliver AIA-approved or AIA-aligned presentations to architectural and design firms, including in-person and virtual lunch-and-learns - Build and maintain strong relationships with architects, consultants, building owners, and contractors to influence specifications and project decisions - Engage engineering and design consultants by providing technical data, testing information, and application guidance to support system selection - Work directly with building owners and end users to present solutions focused on performance, lifecycle value, durability, and ROI - Partner with contractors to support product selection, application, pre-construction planning, and project execution - Provide follow-up materials including specifications, technical documentation, samples, and application support - Track presentation activity and resulting specification opportunities to measure effectiveness - Support consultants and project teams throughout the design phase to ensure proper product selection and compliance with requirements - Deliver technical training for internal sales teams, distributors, and contractors - Support onboarding and ongoing education initiatives for sales and technical teams - Assist with new product launches by educating customers on benefits, applications, and competitive positioning - Provide market feedback to internal teams to support continuous improvement and product development - Participate in Technical Development Plan (TDP) activities, including monthly sustainment calls and professional development initiatives - Stay current on industry trends, building codes, standards, and competitive products - Serve as a liaison between owners, architects, consultants, and contractors to support project success - Provide installation guidance, best practices, and technical troubleshooting as needed - Other duties as assigned Qualifications - Building materials, construction methods, and architectural specifications - Sales processes related to specification-driven - Relationship-building and consultative selling skills - Technical communication and training delivery - Organization and time management skills - Problem-solving and analytical thinking - Proficiency with CRM systems and virtual collaboration - Ability to manage multiple projects and priorities simultaneously - Ability to translate technical information into clear, actionable insights - Ability to work independently in a remote environment with minimal supervision - Ability to travel as required and adapt to varying customer environments Requirements - Bachelor’s Degree in Technical Field or general business - A minimum of five years of experience working in construction, manufacturing, or sales - Must possess a valid driver’s license and maintain a satisfactory driving record in accordance with company policy Preferred - Experience with AIA presentations in Building Materials - Commercial roofing experience Working Conditions This is a fully remote professional position. The incumbent is expected to maintain a dedicated, secure, and ergonomically appropriate home office environment with reliable high-speed internet connectivity. The role requires the ability to work independently with minimal supervision while maintaining regular communication with colleagues and stakeholders via virtual collaboration tools. The position typically operates during standard business hours of Monday – Friday (8am – 5pm), with occasional flexibility required to accommodate meetings across time zones or critical business needs. The employee is expected to comply with all company policies related to data security, confidentiality, and remote work standards. Periodic travel may be required for team meetings, training, or company events, with advance notice provided. The company will reimburse travel expenses in accordance with its travel and expense policy.