• Partner with our Sales Team to help customers evaluate and prove the value of our solution • Focus on acquiring new customer “logos” in addition to growing existing customer base • Own all technical aspects of sales opportunities and assisting current customers understand the value of Chainguard • Day to day responsibilities include: • Listen to our customers and understand their challenges • Conduct product demonstrations and POVs/POCs • Actively participate in webinars, meetups, conferences and other marketing initiatives

Role Description Connection Services has a fantastic opportunity for a Microsoft Solutions Specialist, working remotely. Excellent opportunity to work for a top VAR offering excellent benefits including but not limited to; 3 weeks paid PTO, tuition reimbursement, excellent benefits, etc.; opportunity for growth. *REMOTE* Working independently, with minimal direct supervision from the Manager of Microsoft Solution Sales, the Microsoft Solution Specialist (MSS) acts as a resource dedicated to supporting Account Managers and customers with their Microsoft program, product, and pricing needs. Supports multiple volume license agreement types including Open Value, CSP/NCE and MPSA, with a specialization to support Microsoft Enterprise Agreements. Works with customers to understand their business needs and to provide solution guidance, recommendations and purchasing options to our customers/prospects and Account Managers on Microsoft Modern Workplace, Azure, Professional Services and Managed Services. Trains Account Managers to provide efficient customer responses, utilize Connection tools including the Microsoft COE Resource Page, Volume License Portal, and the Microsoft Product Cheat Sheets. In addition to being certified in Azure and Microsoft 365 Fundamentals, the MSS actively participates in Connection and Microsoft trainings to maintain a required knowledge base to keep themselves updated on new technologies and product offerings. Qualifications - Advanced user skills for Microsoft Suite (Excel, Outlook, Word, PowerPoint) - Proficient in hosting and attending remote meetings through using Teams, Zoom, Webex, etc. - Consultative experience with Microsoft Online Services including M365, Azure, Dynamics 365 and Power Platform - Knowledge of Microsoft's lifecycle and renewals process for Enterprise Agreements, CSP, MPSA (Microsoft Products and Services Agreement) and Cloud Subscription Agreements with the ability to identify, drive, and oversee all aspects of a Microsoft deal from conception to closure. - Negotiation skills with ability to secure best purchasing agreement for customers and Connection. - Working knowledge of sales strategies including upselling with proven success in a goal-driven environment - Strong business analysis skills with ability to convert customer needs to Microsoft solutions - Analytical with ability to draw conclusions from data, systematic and rational - Adaptable with ability to switch tasks based on shifting priorities - Excellent verbal communication skills with ability to present professional presentations - Excellent written communication skills with ability to compose professional business communications - Meticulous attention to detail with ability to proofread for accuracy - Organized state of mind with ability to document activities, anticipate problems, plan schedules and monitor performance according to priorities and deadlines - Interpersonal skills with ability to work well with all levels of the organization Requirements - Acts as a dedicated consultative resource for Sales, Sales leadership, and customers focused on Microsoft solutions providing recommendations that best fit the goals of the customer. - Presents on customer calls with all stakeholders providing options that provide clarity and control for customers based on their needs and budget. - Delivers industry-based insights to our customers focusing on pain points leading to Microsoft modern solutions. - Assesses quote solutions and identifies better program and product suite options to share with customers and Account Managers. - Utilizes a customer first approach focusing on positioning value added services to the customer, such as managed and professional services leading to customer transformation. - Supports customer Enterprise Agreements (EA) as an assigned resource to provide product, program and contract guidance to ensure investments support customer goals and are in compliance with Microsoft Licensing Guidelines. - Manages contract lifecycle for Enterprise Agreements to ensure subscription reconciliation, on-time placement of true-up, additional product and renewal orders. - Produces cost analysis, product quotes and pricing visibility for Enterprise Agreements in partnership with Sales. - Creates milestone touchpoints to communicate with customers and their Microsoft account team. - Engages in Microsoft opportunity conversations with customers to build additional value and position Connection professional and managed services. - Stays current on programs, technical knowledge, market trends and operational models. - Leverages self-paced Microsoft training via Get License Ready and Partner University. - Completes online research in order to stay abreast of new product developments. - Builds and maintains positive relations with vendor. - Reacts to vendor needs and balances the needs of Connection together in support of the customer. - Identifies gaps in partner’s toolkit and works with partner to create additional/improved resources. - Assists with the Microsoft Landscape Optimization (MLO) assessment consultations. - Seeks opportunities to provide greater account control through site Microsoft team involvement. - Maintains and updates Salesforce Pipeline. - Presents at Sales team meetings and On-Boarding events. Benefits - 3 weeks paid PTO - Tuition reimbursement - Excellent benefits - Opportunity for growth

• Conduct professional and independent discovery discussions to uncover customer needs and regional market drivers. • Prepare and deliver compelling presentations and demonstrations to prospective clients across the DACH region. • Translate technical features into clear business value aligned with local security and compliance requirements. • Document and guide customers through product evaluations, ensuring requirements are understood, environments are aligned, and success criteria are clearly defined. • Support customers throughout the evaluation to drive adoption, track metrics, and demonstrate FireMon’s value. • Act as the primary technical point of contact during the sales cycle, leading demos and building trusted-advisor relationships. • Maintain an expert-level understanding of FireMon’s architecture, integrations, and security posture. • Set up and maintain personal lab environments for testing, proofs of concept (POCs), and competitive analysis. • Work with DACH channel partners (VARs, MSSPs, and distributors) to strengthen their technical capabilities and enable joint go-to-market success. • Lead online and onsite technical workshops, confidently engaging with customer engineering and security teams. • Stay current on regional competitor technologies and provide feedback to product teams regarding market needs and roadmap gaps. • Collaborate closely with engineering and support teams to troubleshoot and resolve customer challenges. • Build strong relationships across technical, operational, managerial, and executive levels. • Participate in joint customer engagements with Account Managers, Product Management, Engineering, or Support as needed. • Accelerate sales cycles by anticipating and addressing technical objections.

Your role at DynatraceWhat’s the role? As a Dynatrace Solution Engineer, you will be a key member of the Dynatrace sales engine and will be responsible for providing excellent technical support to the sales team. You will be the expert on Dynatrace and all facets of Advanced Observability. Within this exciting role, you will be responsible for executing great demos which demonstrate the Dynatrace unique approach in solving the customer’s pain, executing and managing POCs onsite and remote, building key relationships with Dynatrace’s customers and completing RFIs & RFPs. You will also work across teams including Dynatrace’s innovation labs, Dynatrace’s Expert Services consultants, CSMs and marketing. About you: To ensure your success as a Solution Engineer at Dynatrace, you need to be an ambitious, confident and self-motivated individual, with previous SE experience or another technical customer facing role. You need to be passionate about innovative technology, technical sales and articulating value to customers and prospects. In addition, we are also looking for: - An excellent team player, with the ability to work across all disciplines. - Excellent communication and presentation skills, with the ability to communicate technical value into business value. - Previous 3 – 5 years of experience with observability or application performance management technologies and techniques. - Ability to troubleshoot technical issues to produce a working outcome and be able to manage this process. - Ability to manage a number of projects simultaneously, work with a number of different sales people and support other SEs where needed. - Must have a strong desire to grow professionally, adapt to an ever-changing environment and are coachable. - Must be able to travel up to 30% of the time Responsibilities: - Evangelize Dynatrace’s product offerings during international trade shows and at key customer account meetings to promote new and expanded business. - Partner with sales representatives to identify new sales opportunities as well as incremental sales opportunities within existing accounts. - As part of the solution engineering team participate in proof of concept (PoC) creation and cloud architecture discussions, leading the technical solution evaluation portion in support of sales opportunities either directly or through channel partners for multiple POCs. - Present Dynatrace’s vision to our customers C-suite executives. - Provide technical guidance in the Discovery, Solution Evaluation, and Solution Proposal stages of the opportunity sales cycle. - Present on-stage demonstrations providing insight and context to our customers during key marketing events. Either at Dynatrace sponsored industry events or partner sponsored events, ensure key demonstrations are delivered by you or a team member at demonstration booths. - Gather, qualify and provide feedback from customers to Product Management to improve Dynatrace’s market share and meet the market needs. - Not only work with internal sales team, but also with partners, supporting their team in the customers and being a technical point of contact for them (trusted advisor/technical coach). - Position might be filled at a higher level based on candidate experience. What will help you succeedMinimum Requirements: - Bachelor’s degree in Computer Science or equivalent education or experience required. - 3 years of experience within the observability space. Preferred Requirements: - Experience with web technologies such as HTML, CSS, and JavaScript. - Experience with programming / scripting side technologies such as Java, .NET, PHP, Go, Node.js and database. - Advance knowledge of Operating Systems (OS) including Windows and Linux. - Experience with DevOps or Site Reliability Engineering practices Knowledge with cloud platforms, including AWS, Azure or GCP. - Experience with modern technologies like containers, Kubernetes / OpenShift, Serverless functions, and CI/CD pipelines. - Experience with automation like Ansible, Puppet, Terraform, etc. 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 base salary range for this role is $128,000- $160,000. 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.