Total 10 job vacancies by Dynatrace

As a Partner Sales Manager you will be responsible to recruit, develop and manage partner business in a defined geographic region focused on generating incremental, distributed software license and service-related revenue. Within the defined sales region, efforts are focused solely on Dynatrace’s Software Intelligence platform for the Enterprise Cloud.

Responsibilities also include generating interest in the Dynatrace platform by leveraging the partner ecosystem. For both GSI partners and national partners, the objective is to develop strategic relationships through the creation of joint business initiatives and offerings that leverage Dynatrace as a fundamental component of the partner’s business. Partner Managers jointly develop sales strategies with their partners and implement those initiatives by working with local sales teams. Partner Managers are required to travel selectively to meet with partners and sales teams to gain commitment to launch an initiative and ensure successful execution of the established programs.

This role will be based in Tokyo

• Understand the Partners’ business, especially Global System Integrators or Global Consulting firms and align Dynatrace solutions to develop compelling ‘go to market’ propositions
• Qualify new Partners and demonstrate ability to effectively communicate the value of the Dynatrace platform to both C-level’ business leaders and ‘technical’ staff members
• Develop Partners to become self-sufficient in the marketing of the jointly developed solutions
• Develop and build similar sales strategies with all assigned partners in region
• Communicate in region partner activities to other Dynatrace Partner managers so they can leverage that on the jointly developed partner initiatives in their regions
• Manage, Track and Report highest priority action items, results, business plan development, marketing-related successes and accurate partner forecasts, sales
• Perform as an evangelist to drive Dynatrace solutions
• Collaborate with the region sales leadership team and successfully execute the region partner business plan
• Host quarterly business reviews with partners to drive accountability and report on success metrics
• Generate partner-sourced net-new and growth sales pipeline and revenue

This role will be based in Tokyo, Japan.

Are you a world class Solutions Engineer? Do you love to blend strong interpersonal skills and customer's challenge-solving abilities with a passion for cutting-edge technology? Are you passionate and enthusiastic about making customers successful and never hesitate to challenge the status quo.? No problem, Dynatrace has a history of making technical pioneers like you into high-powered SE’s.
Imagine being able to do the best work you’ve ever done as a Solutions Engineer for a high growth, well run and financially stable technology company that is continually identified as one of the best and most innovative technology companies.

We are looking for a Tokyo-based Lead Solutions Engineer with a strong background in applications and infrastructure stacks who can collaborate with customers to sell observability and AIOps solutions, driving significant revenue growth. You will deeply understand the customer's IT business strategy, IT applications/operations, and organization, while also formulating sales strategies and proposing how Dynatrace solutions can be beneficial. And, you will lead or assist in demonstrating how Dynatrace solutions can be utilized through Proof of Concept (PoC).
Additionally, you will share your knowledge, experience to our team to create strong SE team and customers to lead their DX and IT modanization.

Responsibility
•    Together with the Sales team you will be selling the fastest growing Observability/AIOps platform using state-of-the-art sales and marketing techniques.
•    You will be responsible for driving and growing Dynatrace business by owning and executing the Technical Sales cycle.
•    You will provide technical expertise through solution presentations, product demonstrations, proposal and supporting technical evaluations (POVs). You will help qualify and close business opportunities with customers and partners
•    You will advise and lead customers on how matters related to observability, AIOps, digital experience, business analytics, and log analysis can benefit their IT strategy and operations, as well as how they fit into their overall IT environment/operation process/business etc.
•    You will connect Dynatrace technology to business value and assist or lead the sales and customers in building their business cases.
•    You will closely work together with the Center of Excellence team, Technical Support team and the Customer Success Team.
•    You will present Dynatrace's vision and solutions to our customers C-suite executives and work closely with them to become trusted advisor.
 

We are looking for a candidate to fill a newly created position as an Enterprise Acquisition Account Executive. In this role, you will drive sales growth through targeted acquisition 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 3 to 5 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. Additionally, you’ll benefit from mentorship provided by our award-winning leadership team. Collaborating closely with our high-performing sales professionals, SDRs, and partners, you’ll be on the path toward achieving ultimate success.

What you will be focusing on as an Enterprise Acquisition Account Executive

• 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.

We are looking to fill a newly created position as a Strategic Enterprise Account Executive to generate velocity and focus on enterprise sales across multiple segments in multiple industries.

As a Strategic Enterprise 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 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.
• 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.

This role will be based in Tokyo, Japan.

We’re looking to fill a newly created position as an Enterprise Expansion Account Executive. In this role, you will focus on new revenue sales across a dedicated named account list of enterprise customers.

This is a “land and expand” opportunity amongst enterprise organizations. As part of your responsibilities, you will manage about 25 existing customer accounts, and your focus will be nurturing and expanding partnerships with these clients. Additionally, you may have the opportunities with few potential customers, introducing them to our offerings.

You’ll benefit from mentorship provided by our award-winning leadership team and collaborate closely with our high-performing sales professionals, SDRs, and partners on the path toward achieving ultimate success.

What you will be focusing on as an Enterprise Expansion Account Executive

• Execute on account plans to deliver maximum revenue potential within a pool of broad, regionally focused accounts.
• Work with existing customers to retain and expand 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 and existing 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 and co-sell 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.

Dynatraceにおける役割

当社では、積極的で好奇心旺盛、協力的、結果志向で顧客に夢中な営業開発担当者（SDR）を募集しています。SDRは市場参入チームの重要な一員であり、将来の顧客との最初の接点として、マーケティングやアカウントエグゼクティブと密接に連携し、主要アカウントでの顧客開拓を行い、パイプライン生成に寄与します。

自発的に働くことができ、技術に精通し、好奇心旺盛で学ぶ意欲があり、他の人と協力して働くことができ、成果を上げることに強い情熱を持っている方を求めています。

職務の詳細：

· 目標となる影響力のあるペルソナや意思決定者との初回ミーティングを設定し、営業パイプラインを構築する。

· Google、6sense、LinkedInなどの提供されるツールを駆使してアカウントに関する事前調査を行う。

· 対象アカウントのビジネスやテクノロジーに関する課題、機会、市場での立ち位置をよく理解し、割り当てられたアカウントのPOV作成を行う。

· 新規顧客ビジネスの機会を創出するため、フォーカスアカウントの開拓を推進しIT管理者に働きかけ、経営幹部およびシニアIT管理者と連絡を取り合う。

· Dynatraceのエンタープライズソリューションの価値を見込み顧客に伝え、ビジネスチャンスがあるかどうかを判断する。

· 各種のソーシャルメディアを通じてDynatraceのソリューションやトレンドについて見込み顧客やコミュニティの認知を広げ、詳細を伝える。

· ソーシャルメディアチャンネルを通じて、Dynatraceソリューションとトレンドに関する見込み顧客およびコミュニティの認知度と教育をサポートする。

· CRM（Salesforce）上で分析を行い、日々の活動を追跡し、効率を改善する。

· 自身の月間目標件数を達成・超過する。

As a Partner Sales Manager you will be responsible to recruit, develop and manage partner business in a defined geographic region focused on generating incremental, distributed software license and service-related revenue. Within the defined sales region, efforts are focused solely on Dynatrace’s Software Intelligence platform for the Enterprise Cloud.

Responsibilities also include generating interest in the Dynatrace platform by leveraging the partner ecosystem. For both regional and national partners, the objective is to develop strategic relationships through the creation of joint business initiatives and offerings that leverage Dynatrace as a fundamental component of the partner’s business. Partner Managers jointly develop sales strategies with their partners and implement those initiatives by working with local sales teams. Partner Managers are required to travel selectively to meet with partners and sales teams to gain commitment to launch an initiative and ensure successful execution of the established programs.

·  This individual will be based in Tokyo

Ideal Qualifications

• Bachelor’s degree
• A minimum of 10 years experience in software sales, business development, channel/partner management
• A proven track record of overachievement against targets
• A track record of recruiting partners and generating new business revenues
• Solution development experience in a software as a service / cloud services environment
• Willingness to travel 25-50% of the time
• Proven experience in driving sales opportunities from lead generation to closure, effectively negotiating agreements and building long-lasting partnerships
• Managed Services, Digital Agency, and ISV ecosystem experience is a plus
• Experience with cloud technology ecoysystem partners or DevOp is a plus

About the role:

As we continue our rapid expansion across APAC, we are seeking an experienced recruiter to support our aggressive growth targets—Are you ready?!   In this role, you will work with the business to create recruiting strategies and partner with senior leadership to actively identify, qualify, and recruit excellent talent. You'll partner with the business and finance to deliver key metrics while working with the Global Talent team to present that information for executive-level reporting.

This role will be based in Tokyo and report to the Talent Acquisition manager based in Sydney.

Position Responsibilities

• Develop innovative and proactive strategies to attract and recruit top performers.
• Focus on Japan-based openings and other openings across APAC as required
• Act as a business partner with hiring managers and HR across APAC to ensure a seamless recruitment process.
• Foster and cultivate relationships with candidates, internal stakeholders, and executive leadership to deliver upon short and long-term needs.
• Partner with employer branding to build awareness in the markets you support.
• Collaborate effectively and act as a trusted advisor with leaders across the business.
• Lead and participate in regional or global recruitment programs.
• Manage recruiting performance and reporting for respective groups.
• APJ recruitment experience will be a bonus

We are looking for engaging, curious, collaborative, results-driven and customer-obsessed Sales Development Representative’s (SDR) to join the village. At Dynatrace our SDR’s are a critical part of our go-to-market team and as our first interaction point with future customers, they collaborate closely with marketing and our Account Executives to inform and identify and qualify opportunity across our key account.

You will be a self-starter who can work autonomously, are tech savvy, curious, motivated to learn and work with others, and have a strong passion to over-achieve.

Responsibilities:

• Build revenue pipeline by setting introductory meetings with target influencers and key decision makers
• Conduct proactive research on accounts using Google, 6sense, LinkedIn, Hunter and other tools you will be provided.
• Profile assigned accounts by developing an understanding of the accounts’ business and technology challenges, opportunities, drivers, and market positioning.
• Drive outbound ‘named account’ prospecting to generate new logo business opportunities, call into senior IT management and liaise with C-Level and senior IT management contacts.
• Educate prospective customers on the value of Dynatrace enterprise solutions and qualify opportunities with business potential.
• Support prospect and community awareness and education of Dynatrace solutions and trends across social media channels.
• Follow up on inbound enquiries and leads generated through our Japan marketing campaigns and provide feedback to marketing on the quality of these leads and prospects.
• Perform analysis on CRM (Salesforce) to track daily activities and increase efficiency
• Meet and exceed your defined monthly target of qualified opportunities

At Dynatrace, our drive for innovation is unparalleled, and that’s why customers like Delta, SAP and others succeed with our products. Our fast-paced Sales team is refocusing and redefining our sales structure. We are looking to fill a newly created position called a Strategic Acquisition Account Executive to generate velocity and focus on acquisition sales across multiple segments in multiple industries. It’s all about a “land and expand” approach amongst enterprise-grade organizations.

You can expect 1-2 named accounts of existing customers whom you will nurture and expand partnerships with, as well as 30-40 prospect customers whom you will find an entry point to introduce Dynatrace. Once you win over prospects, you get the opportunity to hold onto that account and will be able to upsell and cross-sell our solutions. You will be mentored by our award-winning leadership team and work closely with our top-performing sales pros, SDRs and Partners to assist you for a path to ultimate success.

• Execute on territory plans to deliver maximum revenue potential within a pool of broad, regionally focused accounts
• Drive new logo acquisition’ focusing on landing and expanding Dynatrace usage
• Consult with VP- 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