Works with account teams to articulate the portfolio of post-sales offerings based on a prescriptive solution selling approach.
Matures the services sale through the opportunity pipeline to completion, including scoping, pricing, contracts, and procurement.
Delivers a well-orchestrated hand-off to post-sales teams ensuring knowledge captured during the pre-sales process is thoroughly communicated. Ensures important information such as Customer business and technical objectives, known pain points, key customer milestones and contacts, scope of services, schedule and all presentations and artifacts shared with the customer are known to the teams engaging to deliver on the post-sales offerings.
Delivers post-sales offering and positioning enablement to the product sales organization
Participates in RFP responses to customers addressing post-sales topics
Tracks and owns service sales forecast, pipeline, and opportunity hygiene. Reporting on a frequent basis to track both productivity and performance.
Identifies opportunities and collaborates with the global team to optimize and automate as much manual process as possible when selling service solutions
Works collaboratively with Dynatrace Services Portfolio GTM, Post Sales Marketing and Enablement teams. Provides input based on customer feedback and market trends which validates and consistently looks to improve post-sales offering positioning
Provides unique skills and perspectives to cross-train team member peers
Drives action to support regional post-sales revenue target achievements
6 to 8+ years professional services experience in the areas of Application Performance Management, application monitoring, performance engineering / testing, DevSecOps or SDLC operations
Prior experience driving $5M+ in annual service bookings.
4+ years experience in positioning and selling consulting and professional services based on business need and a professional services portfolio
Degree in Computer Science, Computer Engineering, Information Technology, or Business Administration with a focus on IT
Ability to demonstrate solid understanding of Dynatrace technology, Services offerings, and Enterprise Software deployments in discussion with clients and prospects
Demonstrated ability to work with customers and diverse teams of post-sales resources to deliver successful outcomes in challenging conditions
Strong coordination capabilities with excellent organizational/time management skills
Strong communication skills with a passion to learn new technology and deliver successful customer outcomes
Solid presentation and writing skills as well as experience with creating professional proposals and deliverables
Good understanding of application lifecycles in cloud platforms (AWS, Azure, GCP)
*** Travel & customer intervction may at times be required for customer engagements***
