What's the role?
As a Dynatrace Digital Experience Monitoring – Senior Solutions Engineering Director, you will be a key member of the Dynatrace sales engine and will be responsible for providing excellent technical support to the sales team. You will be the expert on Dynatrace and observability, with a specialization in Digital Experience Monitoring and Business Analytics. You will be leading a highly skilled solutions engineering team focusing on our Enterprise Customers to grow our Digital Experience Monitoring and Business Analytics footprint within these accounts. In this role, you will act as a first line manager, managing a team of Solution Engineers globally as well as work directly with our sales team to understand the needs of our customers, strategize on how to navigate sales cycles, lead a team of sales engineers who provide value-based evaluation scenarios including demonstrations, labs, POCs, and pilots to close business, and align cross-functionally with internal and external stakeholders.
Reporting to the VP, Sales Engineering, you will play a hands-on role in building a team of specialist sales engineers and owning the revenue growth responsibilities for the group.
About you:
To ensure your success as a Solutions Engineering Director at Dynatrace, you need to be an ambitious, confident and self-motivated individual, with previous SE & leadership experience & or another technical customer facing role. You need to be passionate about innovative technology, technical sales and articulating value to customers and prospects. In addition, we are also looking for:
- An excellent team player, with the ability to work across all disciplines
- Excellent communication and presentation skills, with the ability to communicate technical value into business value
- Extensive knowledge and experience working with Enterprise companies
- Previous 5+ years of experience with digital experience monitoring and business analytics technologies and techniques
- Ability to troubleshoot technical issues to produce a working outcome and be able to manage this process
- Ability to manage a number of projects simultaneously, work with a number of different salespeople and support other SEs
- Must have a strong desire to grow professionally, adapt to an ever-changing environment and are coachable
- Must be able to travel up to 30% of the time
Responsibilities:
- Build and lead a team of Solution Engineers who serve as our core product introduction, evaluation and education experts
- Coordinate cross-functional dotted line resources to achieve your team goals
- Evangelize Dynatrace's product offerings during international trade shows and at key customer account meetings to promote new and expanded business
- Partner with sales representatives to identify new sales opportunities as well as incremental sales opportunities within existing accounts
- As part of the solution engineering team participate in proof of concept (PoC) creation and cloud architecture discussions, leading the technical solution evaluation portion in support of sales opportunities either directly or through channel partners for multiple POCs
- Present Dynatrace's vision to our customers C-suite executives
- Provide technical guidance in the Discovery, Solution Evaluation, and Solution Proposal stages of the opportunity sales cycle
- Present on-stage demonstrations providing insight and context to our customers during key marketing events. Either at Dynatrace sponsored industry events or partner sponsored events, ensure key demonstrations are delivered by you or a team member at demonstration booths
- Gather, qualify and provide feedback from customers to Product Management to improve Dynatrace's market share and meet the market needs
- Build best practices and share knowledge with the team to continuously develop and enhance both your personal and team capabilities
- Work with local Sales and Sales Engineering leadership to identify learning/development opportunities for you and the local team to maintain Dynatrace's leadership position in the market
- Create and modify Dynatrace template presentations, in order to attend to the specific demands of each customer
- Not only work with the internal sales team but also with partners, supporting their team in the customers and being a technical point of contact for them (trusted advisor/technical coach)
- Collaborate and maintain a close working relationship with product, engineering, sales, marketing, partners and service
- Play an active role in sourcing and screening potential candidates and managing the entire interview process
- Act as a player/coach working with your team on and delivering compelling presentations to customers and prospects
Position might be filled at a higher level based on candidate experience.
Preferably candidates in EST although open to candidates in CST, MST, PST if they are able to flex hours as needed.
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