Management:

• Dynatrace activities in the allocated territory working with appropriate Dynatrace sales channels, in close conjunction and with the agreement of the extended Dynatrace team.
• Manage the balance between short-term gains and long-term growth for all opportunities and initiatives to achieve/exceed assigned sales targets and increase market share whilst defending against competitors’ activities.
• Drive expansion of existing customers with an appropriate balance on expand vs acquisition of new customers.
• Selling specialized business enterprise solutions at senior levels.
• Providing territory management activities such as: sales call reports, territory analysis, updating the sales and marketing database, timely forecast and expense reporting with territory insight.
• Responsible for the promotion, prospect development and customer satisfaction in the assigned territory with partners & alliances to extend coverage of territory & drive additional market share.
• Responsibility for successful market expansion for the full Dynatrace Solution set.
• Maintaining call rates with established customers in the assigned territory, to defend those accounts from competitors’ activities.
• Arranging and conducting product demonstrations.
• Negotiating prices and discounts within well-defined schedules and guidelines.
• Monitoring and reporting competitors’ sales activities in the territory.
• Contributing to multi-product sales achievements. 
• Expand on the responsibility to execute. 

Planning & Strategy:

• Document and execute Territory, Account and Opportunity Plans demonstrating a strong understanding of the customer's business issues, and relating them to business initiatives, corresponding IT initiatives and Dynatrace solutions that address those needs.
• Develop a contact network within the account(s) and channel partners to enable Dynatrace business to be sold broadly and effectively.
• Develop and support channel initiatives and corporate programs in allocated territory.
• Work closely with, and establish engagement between, Dynatrace functional areas such as Marketing, Pre-Sales, Solution Managers, Customer Success, Finance and other Lines of Business as necessary, to develop and execute a solution strategy to meet customer business needs.
• Develop successful sales campaigns that maximize Dynatrace advantages and win rate.
• Accurately provide monthly/quarterly/annual forecast, call out risks and come up with plans to be on the target quarter on quarter.

What we look for:

• Deep Knowledge of West India territory, especially Mumbai, across different sectors e.g. BFSI, retail and eCommerce, global captives, manufacturing and digital native businesses.
• Minimum 8+ years’ experience in solution sales. Experience of selling enterprise management solutions, exposure to cloud platforms/solutions will be a strong preference.
• Ability to follow and drive a defined diagnostic sales process
• Experience in managing C-level business relationships with customers.
• Demonstrated success in direct sales to the named accounts, with an understanding of the diverse sales channels in enterprise sales.
• Exceptional time management and organizational skills
• Exceptional communication, presentation and persuasive skills.
• Demonstrated ability to drive consultative solutions sales
• Demonstrated ability to lead the internal teams cohesively for the customer to have seamless experience across the sales cycle in order to successfully close the deals
• Effective business solutions selling skills at CxO levels
• Extensive understanding of application environment and latest trends in IT e.g. DevOps, cloud and digital transformation etc.
• Ability to negotiate complex sales at all levels
• Ability to establish compelling justifications/business case with the prospects for Dynatrace purchase.