Principal Acquisition Account Manager

Its all about a land and expand approach amongst enterprise-grade organizations. As part of your responsibilities youll oversee 3 to 5 existing customer accounts. Your focus will be on nurturing these relationships and expanding partnerships.

Additionally youll engage with 5 to 8 potential customers introducing them to our offerings. After successfully converting prospects youll 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 youll be on the path toward achieving ultimate success.

• Execute on territory plans to deliver maximum revenue potential within a pool of broad regionally focused accounts.
• Collaborative pre-defined SE support based on region. 3-5 customers 5-8 prospects with 15 total accounts.
• Drive new logo customers focusing on landing and expanding Dynatrace usage.
• 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.

Minimum Requirements:

• HS diploma or GED AND a minimum of one year 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.

• 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.
• Youll get to work at the forefront of innovation with Dynatrace Intelligencethe industrys first agentic operations system. Bringing together deterministic and agentic AI it helps teams understand whats happening why it matters and what to do next automatically.
• Over 50% of the Fortune 100 companies are current customers of Dynatrace.