Your role at DynatraceAs an Enterprise Expansion Account Executive, 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 five years of experience in closing enterprise software sales. 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 - 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 $140,000 - $180,000. 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.

• Maintains sales contact, pipeline and other pertinent sales activity reports • Work together with Operations Staff to facilitate loans from Submission to Funding • Actively manages the loan pipeline • Responsible for establishing new business, developing current business relationships and ensuring overall client satisfaction • Obtains approval packages for new clients when needed • Responsible for soliciting business from mortgage entities (Brokers and Non-Delegated Correspondents) in assigned territory • Follow up on potential clients • Provide on-going service support to clients • Communicates and trains clients on JMAC's products, policies and procedures to ensure all loan files are complete and within guidelines • Establishes and maintains an effective territory plan of attack for JMAC clients (Brokers and Non-Delegated Correspondents) and provides a written report of sales call activities to the sales manager • Attend meetings of local and state trade associations as directed by management • Stay abreast of indices, market changes, and underwriting guideline changes in order to discuss the mortgage market in an informed fashion • Other duties as assigned

• Meet sales objectives (quota) both overall and for key growth products via demand generation within assigned territory. • Successfully launch new and defend legacy products. • Consistently build and demonstrate relevant technical knowledge, verbal fluency, and veterinary practice expertise. • Build effective relationships with and service all targeted hospitals / personnel to ensure you maintain and grow relevance and access within each account. • Develop and execute a Territory Business Plan / Resource Allocation per our expectations – effectively implementing the full complement of PRN resources and following up to maximize ROI. • Meet field activity expectations including sales call activity and investment in medical education programs. • Develop and execute a call-cycle at the account and veterinarian level that delivers our reach / frequency expectations. • Leverage CRM tools to enhance customer relationships • Lead by example and serve as a mentor to the sales team, driving sales objectives, goals and targets. • All other tasks as requested or assigned.

• Start with a portfolio of approximately 50 active customer accounts • Grow existing relationships while identifying new revenue opportunities • Spend time in the field prospecting, meeting customers, and closing new business • Build a strong pipeline through outreach, networking, and referrals • Learn how to deliver value-based solutions to commercial customers • Execute territory plans and consistently meet or exceed sales goals • Partner with internal teams to support onboarding and customer success