• Source and close new business to consistently meet or exceed Quarterly sales quotas • Manage the full sales cycle: Prospect for new customers, perform online demos to HR professionals, create proposals, and close deals • Outbound prospect in cold accounts for 40% of your quarterly target • Develop and execute sales strategy in a dynamic and fast paced startup environment • Ability to balance immediate priorities, while effectively experimenting for new approaches within this segment • Act as a trusted advisor and subject matter expert to customers • Deliver a world-class experience for prospects who are considering Lattice and other people management solutions • Work closely with Customer Success to ensure smooth launches and fuel future product growth • Provide market / client feedback internally to product / engineering team

Your role at DynatraceWe are looking for a Strategic Account Executive in the Greater Philadelphia and Pittsburgh Area to generate velocity and focus on enterprise sales across multiple segments in multiple industries. - As a Strategic Account Executive at Dynatrace, you will work with the largest companies in the world to shape and lead Dynatrace’s Go To Market in the Fortune 100. - You will manage 2-3 named accounts of existing customers along with 2-3 prospective accounts to identify an entry point to introduce Dynatrace. - We are looking for you to bring knowledge and proven success operating in the technology space and selling at the executive level with an APM centric approach. - This is an opportunity to leverage hyperscalers in a platform sale in the end-to-end observability and security space. - What you will be focusing on as a Strategic Enterprise Account Executive Execute on account plans to deliver maximum revenue potential within a pool of 2-3 Enterprise named accounts, with 2-3 prospects. - Proactively manage and grow a portfolio of assigned Strategic Enterprise level clients. - Designated SE support at a 1:1.5 ratio within region. 2-3 customers, 2-3 prospects, with 5 total accounts. - Understand how our solutions address executive level challenges. - Maintain accurate forecasts and report to the sales leader on the status of new and expansion opportunities, leveraging the MEDDPIC framework. - 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: - A successful track record in Enterprise software sales across many business functions within the executive level of a customer. - Ability to manage sales cycles within complex organizations, while compressing decision cycles. - Experience selling across the c-suite, cultivating executive relationships and closing six-figure deals. - Outstanding organizational and communication skills (written and oral, negotiation and presentations skills). - Confidence in building a diverse territory plan and have familiarity in leveraging a sales ecosystem. - Proven experience in acquiring new business. Thrive in high-velocity situations and can think/act with a sense of urgency. - Motivated and tenacious self-starter who consistently delivers high performance against quota, driven by VP- and C-level relationships. - Know how to build and execute business plans and sales plays. - Know how to collaborate and co-sell internally across all supporting resources to maximize your effectiveness and advance the sales process (MEDDPIC). - 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. - You'll get to work at the forefront of innovation with Dynatrace Intelligence—the industry's first agentic operations system. Bringing together deterministic and agentic AI, it helps teams understand what's happening, why it matters, and what to do next— automatically. - Over 50% of the Fortune 100 companies are current customers of Dynatrace. Compensation and RewardsCompensation and rewards - The base salary range for this role is $150,000 - $190,000. 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.

• You will be focused on driving new business. • Take a thoughtful approach to which companies you are targeting and how you are positioning the benefit of RemoFirst. • Present a demo and take a consultative approach as to the benefits of RemoFirst for the prospect. • Close accounts at a high velocity. • Track and report on progress leveraging the company’s CRM. • Be a team player - provide feedback on ways to improve the sales process.

Role Description We are seeking an experienced Commercial Lines, Account Executive/Sr. Account Executive with generalist coverage experience and ideally have also serviced niche Eldercare Facilities clients (includes long-term care, senior living, independent living, assisted living, nursing homes, home health, rehab and hospice). You will take on a critical advisory role in establishing high-level client engagement and relationship management of middle-market and complex clients. - Speak with authority regarding coverage analysis, claim review, and risk management efforts. - Understand alternative risk structures, including high-deductible plans, self-insurance, and layered property placements. - Conduct presentations and client meetings. - Demonstrated experience with all property and casualty coverage lines, including: - General liability - Professional liability - Property - Builders risk - Difference in conditions (DIC) - Flood - Deductible buy down workers compensation - Auto - Well-versed with management liability coverage lines (D&O, EPL, Crime, Cyber, and Fiduciary). - Support multiple Producers and manage a book of business (BOB) of $1.5M revenue. Qualifications - Property and casualty insurance license upon hire is required. - Professional designations preferred/helpful (CIC, AAI, CISR, CPIA). - Ideally 10+ years Property Casualty servicing experience. - BA/BS degree is preferred; HS Diploma or equivalent is required. - Demonstrated in-depth knowledge of insurance coverages and an ability to communicate this knowledge clearly to clients and underwriters. - Strong written, verbal, and negotiation skills. - Ability to prioritize and self-manage workload. - Advanced MS Office skills, including Excel, Word, PowerPoint. - EPIC experience is preferred, but other agency management system experience will be considered. Requirements - Manage primary client relationship and development of customer service plan. - Maintain a focus on growth and retention of assigned book of business. - Establish and maintain a high level of trust with clients through consistent contact and proactive resolution of any actionable serving items, questions, or concerns. - Initiate client meetings to strategize for the renewal marketing process and advise on the best coverage alternatives. - Review ownership and management contracts, property leases, and other contractual documents for compliance purposes. - Discuss and negotiate coverage and related pricing with carriers and wholesalers based on an in-depth understanding of client’s exposures and historical claims. - Prepare renewal submission based on strategy client meeting results, including loss analysis, changes in exposure/operations, and recommended coverage options. - Conduct renewal presentations with clients either individually or with other team members. - Strong knowledge of Marketing/Underwriting Process. - Be a strategic negotiator to obtain comprehensive coverage and the most competitive premium. - Develop strong relationships with business partners including carrier underwriters, wholesalers, and other professional service providers. - Ability to travel 2-3 times a year as required for client or other meetings. Benefits - Competitive salary. - PTO & paid holidays. - 401(k) with match. - Exclusive discount programs. - Health & wellness programs. - Performance-based incentives may be available.