Southeast & Inside Sales Regional Sales Operations Lead - Dynatrace

Dynatrace provides software intelligence to simplify cloud complexity and accelerate digital transformation. With automatic and intelligent observability at scale, our all-in-one platform delivers precise answers about the performance and security of applications, the underlying infrastructure, and the experience of all users to enable organizations to innovate faster, collaborate more efficiently, and deliver more value with dramatically less effort. That’s why many of the world’s largest organizations trust Dynatrace®️ to modernize and automate cloud operations, release better software faster, and deliver unrivalled digital experiences.

We're an equal opportunity employer and embrace all applicants. Dynatrace wants YOU—your diverse background, talents, values, ideas, and expertise. These qualities are what make our global team stronger and more seasoned. We're fueled by the diversity of our talented employees

We are seeking an outgoing, hands-on, and creative leader to provide strategic support to senior sales leadership, as well as oversee Southeast & Inside Sales Super Region Sales Operations. The person filling this role will partner directly with the RVPs and RD’s of the assigned super region, serving as their primary business partner, and will be responsible for providing forward-looking insights to guide Sales Management on areas of growth and improvement for the business.

As the Strategic Business Partner and a peer to the Regional Vice President and Regional Directors of the Southeast & Inside Sales Super Region this leader will; 1) drive the overall sales productivity and effectiveness through a consistent and predictable business cadence 2) be a catalyst for accelerating rapid growth by executing key business strategies for sustained growth, 3) demonstrate cross functional leadership driving agreed objectives/business outcomes and 4) offer insight and drive sales process innovation + simplification to the broader business

Responsibilities for this highly visible role include:

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

• 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
• 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

• 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.

Sales Ops Lead Persona:

Are you a charismatic collaborative leader, who uses data insight to drive and grow the business, moves at incredible pace and leans in fast to respond to changing market needs navigating through ambiguity at ease?

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

Minimum Requirements

• 2years of progressive Sales Operations experience.
• Bachelor’s degree

Preferred Qualifications

• Ideally 5-7 years of progressive Sales Operations experience and a bachelor’s degree in Business, Management or relevant field or its equivalent; a master’s 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.

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.

All your information will be kept confidential according to EEO guidelines.

We offer competitive compensation, company-sponsored premium benefits, medical, dental, vacation/holidays, company matching 401(k) Plan, etc. Dynatrace is an Equal Opportunity/Affirmative Action employer. All qualified applicants will receive consideration for employment without regard to race, sex, color, gender identity, religion, national origin, ancestry, citizenship, physical abilities, age, sexual orientation, creed, disability status, veteran status, pregnancy, genetic status, or any other characteristic protected by law.  If your disability makes it difficult for you to use this site, please contact careers@dynatrace.com. Dynatrace participates in E-Verify, participant information in English and Spanish. Right to work information in English and Spanish. EEO is the Law/EEO is the Law Supplement. To be considered for this position, please upload your resume/CV.