Lead Expansion Account Manager

About the Role

Dynatrace is expanding its reach throughout Australia and is seeking an accomplished enterprise sales leader to enhance its presence among State Government entities in NSW and Victoria. This Sydney-based position focuses on nurturing and growing strategic relationships within an established portfolio of public sector clients. You will utilize a “land and expand” methodology—engaging with current clients to discover additional opportunities while amplifying value from existing solutions. The role provides significant autonomy over your area of responsibility, with robust support from sales engineering, marketing, and leadership teams.

Key Responsibilities

• Develop and manage territory plans specifically targeting State Government agencies in NSW and VIC to drive consistent revenue growth.
• Proactively identify and pursue expansion opportunities within the current customer base, promoting broader adoption of Dynatrace’s solutions.
• Work directly with senior decision-makers to align offerings with public sector objectives and priorities.
• Cultivate trusted partnerships across various agencies, departments, and with channel collaborators.
• Team closely with cross-functional groups such as Sales Engineering, Marketing, Legal, and Finance to craft value-driven proposals.
• Effectively manage complex, multi-layered sales cycles with diverse stakeholder groups.
• Advocate for customer success by ensuring solution implementations result in meaningful, measurable outcomes.

Ideal Candidate Profile

• Record of achievement in quota-carrying enterprise sales, especially within the public sector in NSW or VIC.
• Proven ability to expand existing accounts while uncovering and developing new ones.
• Demonstrated commercial awareness and experience qualifying and advancing opportunities in sophisticated sales environments.
• Consistent history of surpassing sales objectives through diligent account planning and territory management.
• Deep understanding of SaaS, PaaS, and IaaS business models and differentiators.
• Comfort acting both independently and collaboratively within team-oriented sales processes.
• Consultative mindset with proficiency in solution, value, or account-based selling techniques.
• Ability to present direct examples of high-impact deals and successful sales outcomes.

Attributes for Success

• Exceptional relationship-building skills with credibility at both technical and executive levels.
• Enjoyment of collaborative work, especially in cross-functional teams.
• Skill at bringing order and clarity to complexity, coupled with strong organizational abilities.
• Clear, genuine communicator in both discussions and formal presentations.
• Motivation to achieve results for both customers and personal performance benchmarks.

Company Benefits

• Work with an industry pioneer in unified observability and security solutions.
• Performance-based compensation packages that reward individual achievement.
• Collaborate with global partners such as AWS, Microsoft, and Google Cloud.
• Participate in cutting-edge innovation, including Dynatrace Intelligence—a leading agentic operations system combining deterministic and agentic AI for comprehensive insights and actions.
• Be part of a company trusted by over half of the Fortune 100 enterprises.