Enterprise Account Executive📣 Job Ad

About the Role

Dynatrace is expanding its presence in the Middle East and is seeking a motivated Enterprise Account Executive to join the team in Riyadh, Saudi Arabia. This role is central to developing the region by implementing a successful "land and expand" strategy within enterprise-grade organizations. The position involves nurturing existing client relationships and establishing new partnerships, contributing directly to Dynatrace's market penetration and growth.

As an Enterprise Account Executive, you will manage a portfolio of 3 to 5 existing customer accounts, focusing on deepening relationships and expanding Dynatrace's footprint. Concurrently, you will engage with 8 to 10 prospective clients, introducing them to Dynatrace's solutions. Upon successful conversion of prospects, you will continue to manage these accounts, identifying opportunities for upselling and cross-selling. You will receive mentorship from the leadership team and collaborate with sales professionals, Sales Development Representatives (SDRs), and partners.

Key Responsibilities

• Execute territory plans to maximize revenue potential within a designated pool of broad, regionally focused accounts.
• Collaborate with pre-defined Sales Engineering (SE) support based on the region, managing a total of 12-15 accounts, including 3-5 existing customers and 8-10 prospects.
• Drive the acquisition of new logo customers, with a primary focus on landing and expanding Dynatrace usage within these accounts.
• Consult with Vice President and C-level executives to develop and implement effective enterprise-wide strategies that maximize the value delivered by Dynatrace, positioning the company effectively against competitors.
• Generate sales velocity by establishing Dynatrace in new markets through product demonstrations, in-market events, and account-specific initiatives.
• Develop a robust 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 that meets customer business needs.
• Ensure that customer implementations are successful, fostering long-term satisfaction and loyalty.

Qualifications and Requirements

• A minimum of 5 years of experience in enterprise SaaS sales.
• Proven experience selling to clients within the KSA (Kingdom of Saudi Arabia) region.
• Fluency in both English and Arabic is essential.
• A successful track record in enterprise software sales, demonstrating the ability to engage effectively across multiple business functions at the executive level of customer organizations.
• Experience managing complex sales cycles within intricate organizational structures, with a demonstrated ability to compress decision-making timelines.
• Outstanding organizational, collaboration, and communication skills, including strong written and oral communication, negotiation, and presentation abilities.
• Confidence in building and executing a diverse territory plan, with familiarity in leveraging a sales ecosystem.
• Proven experience in acquiring new business and driving new logo acquisition.
• The ability to thrive in high-velocity sales environments and to think and act with a sense of urgency.
• A motivated and tenacious self-starter who consistently delivers high performance against quota, driven by strong VP- and C-level relationships.
• Proficiency in building and executing comprehensive business plans and sales plays.
• A diverse set of sales skills, with experience and familiarity with methodologies such as MEDDPIC.
• Familiarity with the observability and modern application market landscape.

Required Skills

• Enterprise SaaS sales
• Selling to clients in the KSA region
• Enterprise software sales
• Managing sales cycles within complex organizations
• Organization and collaboration
• Communication (written and oral)
• Negotiation and presentation skills
• Territory planning
• Sales ecosystem engagement
• New business acquisition
• Operating in high-velocity situations
• Business plan development and execution
• Sales play execution
• MEDDPIC methodology
• Observability and modern application market knowledge

Work Environment and Location

This is a full-time position based in Riyadh, Saudi Arabia. The role requires 5-10 years of relevant experience.