Here at Dynatrace the Inside Sales Representative’s (ISR) own the entire sales cycle for a specified territory. This includes developing new customer leads (generated from both outbound prospecting and inbound inquiry), positioning Dynatrace, and closing business on a monthly basis. The ISR is expected to develop a territory go-to-market (GTM) plan and execute daily to that plan. This includes targeting accounts and specific contacts within the account, building relationships with IT and Lines-of-business (LOB), determining business pain and working to map the proper solution and close business.
What you will be focusing on as an Inside Sales Representative
- Develop proficiency of products and solutions offered by Dynatrace and articulate business value
- Develop and implement a GTM strategy, create individual campaigns, that drive conversations to convert to discovery, demonstrations, and evaluations.
- Prospect new accounts and build relationships with potential customers using phone, social media, and email persona-based conversations.
- Effectively work with existing customers to extend their Dynatrace footprint
- Efficiently manage time to focus on activities that grow pipeline and revenue within an emerging enterprise approach positioning best in class monitoring platform.
- Use analytical skills to understand the customer, their business and technology issues and needs.
- Leverage the Dynatrace internal team to conduct discovery, qualify need, and prove the value of our SaaS-based solutions to address goals and requirements within the Emerging space.
- Actively maintain a sales pipeline in SFDC to work towards overachievement of quota.
How you (and your Recruiter!) will know that you are a good fit to be an ISR
- 1-3 years’ experience in an inside sales role carrying a discrete quota in SaaS cloud or Container space
- You have excellent consultative sales skills
- You have experience with accurate forecasting and pipeline management
- Your ability to execute on Account Plan and create strategy for sales over achievement are top notch
- You are a motivated and tenacious self-starter who consistently delivers high performance against quota
- You know how to collaborate internally across all supporting resources within sales to maximize your effectiveness and advance the sales process
- You have experience with Salesforce and LinkedIn Navigator (preferred)
- You possess MEDDIC experience
- BA/BS Degree or equivalent related experience (preferred)
- Must be fluent in English and Italian
Why you will love selling and working with our Dynatrace platform
- 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.
- The Dynatrace platform uses cutting-edge technologies, including our own Davis hypermodal AI, to help our customers modernize and automate cloud operations, deliver software faster and more securely, and enable flawless digital experiences.
- Over 50% of the Fortune 100 companies are current customers of Dynatrace.
