Sales Operations Lead, Dynatrace
Digital and application performance monitoring
Job no longer available
Digital and application performance monitoring
1001+ employees
Job no longer available
1001+ employees
Company mission
To deliver answers and intelligent automation from data.
Role
Who you are
- Years of progressive Sales Operations experience and a Bachelor’s degree in Business, Management or relevant field or its equivalent; a Masters degree is a plus
- Innate ability to develop cross functional business relationships across all levels of management seniority
- Capability to implement best in class processes focused on delivering business results
- Ability to concisely communicate complex topics to a broad audience including technical and non-technically driven functions
- Desire and proven experience in driving change building scalable processes along the way
- Ensure decisions are aligned with the interests of Dynatrace’s shareholders and will drive value shareholder value
- Strong analytical and quantitative capabilities are required
- Experience with and working knowledge of Salesforce.com is required
- Experience in the software/high-tech industry is a plus
- High emotional intelligence with the presence to be heard and listened to with the ability to influence sales for bigger outcomes and across cross-functional teams to innovate promoting productivity, bringing disperses teams together to quickly delivery common goals
- Enjoys being central to the business, maintaining long lasting relationships & taking the lead to connect cross-functional teams partnering on initiatives that are directly linked to the sales teams and sales outcomes
- Highly agile with a sense for strategy and detail who constantly searches for the best solutions and organisational behaviours to build bridges so that everything can flow towards success always keeping one eye on the future
- Adapt at situational flexibility easily able to switch from operational strategic to tactical tasks understanding the devil in the detail and eloquently communicating the high-level view tailored to all levels
- Fast pace, outcome focused and a curios problem solver at heart with the tenacity to drive change/interventions collaboratively aligned to company goals
What the job involves
- Drive the overall sales productivity and effectiveness through a consistent and predictable business cadence
- Be a catalyst for accelerating rapid growth by executing key business strategies for sustained growth,
- Demonstrate cross functional leadership driving agreed objectives/business outcomes and
- Offer insight and drive sales process innovation + simplification to the broader business
- FY Planning
- Facilitates the development of the
- Go-to-market organizational structure and associated sales hierarchy to maximize sales productivity
- The development and deployment of sales targets, quota setting and in-year management
- Business Cadence
- Drives a consistent business cadence and a predictable business in partnership with sales leaders to drive pace of business and GTM to meet critical KPIs
- Forecast process & accuracy
- Pipeline quantity, quality & velocity to achieve agreed targets
- Account/deal reviews
- CRM hygiene
- QBRs
- Lost /slipped deals
- Provide sanity checks (exception) reporting on rep productivity
- Keeps sales leaders ahead of business issues, specific to forecast and quarterly results, and concerns to proactively address versus reactively address
- Improving Productivity & Driving Growth
- Execute sales enablement in the region and demonstrate quantifiable results (pipeline)
- Provide proactive and actionable insight to sales leadership to build quality pipeline & drive growth areas, for example:
- Whitespace, Top 15,000 attendance
- Cross-sell/up-sell opportunities
- Pipeline QQV
- Partner with the broader Sales Operations team to implement and leverage sales enabling platforms/tools. Monitor the sales organization’s compliance with required standards for maintaining CRM data
- Works with sales management to quickly understand key differentiators to exploit sales and market opportunities
- Assists sales management in understanding and addressing sales deficiencies, process bottlenecks and performance inconsistencies
- Provide opportunity analysis based on total addressable market (white space reporting)
- Cross Functional Leadership
- Team lead (dotted line) for virtual dedicated regional ops team responsible for setting team priorities /activities to regional sales needs, leading virtual team meetings & 1:1 in collaboration with direct line manager
- Proactively share virtual team training/enablement needs to direct line manager
- Builds peer support and strong internal-company relationships with other key management personnel to support the deal flow process
- Facilitates a culture of continuous improvement by identifying and executing on opportunities for sales process enhancement, and collaborating with cross functional teams such as Marketing, Finance, Services, and HR
- Partners as required with necessary teams to deliver and maintain operational training of sales systems, processes, sales programs
Salary benchmarks
Our take
Dynatrace is a software intelligence platform that provides monitoring and analytics solutions as well as automation capabilities, enabling clients to scale their applications automatically. Designed to help organisations better understand and optimise their cloud operations, it allows them to deliver software at a faster and more secure rate.
Recognised as a leading provider of software intelligence solutions, the Dynatrace platform is utilised by some of the world's leading brands, including 72 of the Fortune 100, to optimise their customer experiences and provide an overall more innovative IT operation.
The company has received numerous awards in recognition for its position within the technology industry. In 2022, Dynatrace won 3 major awards - the best place to work, the best global culture, and the best company outlook, as well as being named a leader in the Gartner Magic Quadrant for APM and Observability for the second year in a row. Dynatrace has a strong reputation in its field for its innovation and customer satisfaction, bolstering its position as a leader and helping further its name within the industry.
Freddie
Company Specialist at Welcome to the Jungle
Insights
9% employee growth in 12 months
Company
Funding (last 2 of 4 rounds)
Jan 2011
$4m
EARLY VC
Aug 2008
$12.9m
SERIES B
Total funding: $24.4m
Company benefits
- Full remote working options to hybrid ones combining home and in-office work
- Career development program supporting you in achieving your career goals
Company HQ
North Waltham, Waltham, MA
Leadership
Bernd Greifeneder
(Co-Founder & CTO)Previously the CTO and Senior Vice President at ruxit. Also worked as a Chief Technology Officer/Chief Software Architect at Segue Software.
Sok-Kheng Taing
(Co-Founder)Previously worked as the Head of eBusiness at Büro Handel. Now is on the Advisory Board for Fachhochschule Oberösterreich and the Chairwoman of the Supervisory board for Neoom Group.
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