Be Part of Something Bigger

Company Description

Dynatrace exists to make the world’s software work perfectly. Our unified software intelligence platform combines broad and deep observability and continuous runtime application security with the most advanced AIOps to provide answers and intelligent automation from data at an enormous scale. This enables innovators to modernize and automate cloud operations, deliver software faster and more securely, and ensure flawless digital experiences. That is why the world’s largest organizations trust Dynatrace® to accelerate digital transformation.

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.

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• Work closely with the broader solutions engineering team and security sales specialist team to drive the technical lane in opportunities and provide pre-sales technical support and expert guidance to customer-facing teams.
• Provide excellent technical support specifically to the security sales team but also to the broader sales team.
• Execute great demos demonstrating Dynatrace’s unique approach in solving customer problems.
• Execute and manage PoCs remotely and on-site.
• Build key relationships with customers and complete RFIs & RFPs.
• Coach others to achieve the same outcomes.
• Work across teams including innovation lab, product management, consultants, customer care, and marketing.

Minimum Requirements:

• HS diploma or GED and at least 3 years of experience supporting sales teams in a leading presale role.

Preferred Requirements:

• Ambitious, confident, and self-motivated with previous SE experience or another technical customer-facing role.
• Passionate about innovative technology, technical sales, and articulating value to customers and prospects.
• Deep experience with CNAPP or CSPM solutions, preferably with additional security technologies such as container security, CSPM, SAST, SCA, DAST, IAST, RASP or CWPP.
• Fluent in English and either Spanish or Portuguese
• Appreciation of a very dynamic and changing security market.
• Understanding of observability and APM technologies and market.
• Able to demonstrate a track record leading to sales success.
• Excellent team player, with the ability to work across all disciplines.
• Excellent communication and presentation skills.
• Deep understanding of cloud-native technologies such as container platforms and public cloud offerings.
• Previous 3-5 years of experience working with Java, .NET, PHP or JavaScript languages and knowledge around web technologies as well as SQL.
• Experience with CI/CD tooling.
• Experience with Windows & Linux.
• Ability to troubleshoot technical issues to produce a working outcome.
• Ability to manage several projects simultaneously.
• Must have a strong desire to grow professionally and adapt to an ever-changing environment.
• Up to 30% of travel required within the region.
• Location is flexible across North America.

Why you will love selling and working with our Dynatrace platform:

• Dynatrace is a leader in unified observability and security.
• Culture of excellence with competitive compensation packages designed to recognize and reward performance.
• Employees work with the largest cloud providers, including AWS, Microsoft, and Google Cloud.
• Dynatrace platform uses cutting-edge technologies, including Davis hypermodal AI.
• Over 50% of the Fortune 100 companies are Dynatrace customers.

Compensation and rewards:

• Base salary range: $160,000 - $200,000, dependent on experience, skills, education, and location.
• Total compensation: unlimited personal time off, employee stock purchase plan, and a reward system.
• Medical/dental benefits, and company matching 401(k) plan.

All information will be kept confidential according to EEO guidelines.

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. Dynatrace participates in E-Verify. EEO is the Law. To be considered for this position, please upload your resume/CV.

Role Summary

At Simeio, we know that the key to growth is a high-performing sales team. That’s why we’re seeking a qualified sales development representative (SDR) to find and screen potential customers who could benefit from our products and services. As the first line of communication with a prospect, the ideal SDR has a strong understanding of Simeio’s sales process and excels at researching leads, starting new relationships, and setting up sales closers for success. The SDR should be a quick learner who has strong communication skills and an ability to showcase our offerings in a compelling and concise way. Every potential conversation is an opportunity for boosting top-line revenue growth, customer acquisition levels, and profitability.

Company Overview

Why Simeio?: Simeio is a global managed services provider offering Identity and Access Management solutions delivered as a service and interoperable with leading IAM tools. With 700+ employees worldwide, Simeio secures over 160 million identities globally for large enterprises and government entities.

Services and solutions from Simeio include Customer Identity & Access Management, Privileged Access Management, Identity Proofing, Access Management & Federation, Identity Governance & Administration, Application Onboarding, and Simeio Identity Orchestrator. The company has been recognized for its business and technical leadership and highly rated by Gartner, Forrester, and KuppingerCole, and was ranked by Great Places to Work®. For more information visit simeio.com

• Become proficient in the usage of Simeio’s sales technology stack including CRM cleanliness and data integrity
• In person attendance in Alpharetta office at least 4 days a week
• Utilize top of funnel prospecting technology for cold calling, cold emails other methods of communication with prospects to generate high quality leads
• Build long term, trusting relationships with prospects to qualify leads for sales
• Proactively seek new logo business opportunities in the market
• Stay up to date on market and industry trends and news to help identify prospects
• Set up introductory discovery calls with Sales Directors to hand off qualified leads to move into new opportunities.
• Actively maintain an up-to-date funnel of prospects to move through specific touchpoints to generate high quality leads.
• Continue to monitor opportunities assisted in creating until closed won
• Participate in Win/Loss discussions post sale on opportunities created
• Report to management weekly, monthly, and quarterly results

Required Skills and Qualifications

• Ability to thrive in uncomfortable scenarios and deescalate
• Ability to commute to an office 4 days a week
• Strong communication skills via phone and email
• Proven ability to creatively solve problems for others
• Strong analytical skills to be able to digest researched information into actionable tasks and talking points
• Strong organizational skills to be able to maintain and organize workday tasks, and to stay on top of future planned communications
• Strong desire to move up within a sales organization through consistently being a top producer.

Preferred Skills and Qualifications

• Bachelor’s degree (or equivalent)

Simeio is an equal opportunity employer. If you require assistance with completing this application, interviewing, completing any pre-employment testing, or otherwise participating in the employee selection process, please direct your inquiries to any of the recruitment team at recruitment@simeio.com or +1 404-882-3700.

We are looking for a passionate sales professional with 7+ years of experience in a customer facing role selling SaaS or consulting with an ability to focus on the Enterprise space - not necessarily in the security and compliance space. Exceptional candidates are hungry to work in a fast-paced, entrepreneurial environment, and have a proven track record of success in their past roles and experiences!

Company Overview

Drata is on a mission to help build trust across the internet.

Drata is a security and compliance automation platform that continuously monitors and collects evidence of a company's security controls, while streamlining compliance workflows end-to-end to ensure audit readiness.

We all recognize the importance of earning and keeping the trust of our customers when it comes to protecting their data. We've felt firsthand how burdensome achieving and maintaining a strong security and compliance posture can be at a fast-growing company. It’s a manual, redundant, error-prone, and unscalable process - and it only grows more complex and expensive over time.

Our team of SaaS, security, compliance, and audit experts have built a better way - with automation.

• Responsible for bringing new partners on board and consistently growing revenue by exceeding revenue targets/quota
• Identify prospects based on their mission alignment
• Develop and execute strategies for driving partnerships and revenue
• Build and manage your pipeline of prospects; become an expert on a region and understanding the complexities of that specific market
• Consult senior executives to discover their needs and educate them through an accelerated buying process
• Identify opportunities to improve our product offering based on deep understanding of the needs of our partners

Required Qualifications

• 7+ years of experience in a customer-facing B2B SaaS Sales role, with at least 2 years in a closing new business capacity
• Ability to focus on bringing in Enterprise accounts with 1K+ full time employees

Preferred Qualifications

• Preferred background in the start-up space
• Self-starter who brings ideas to life and takes pride in results
• Resourceful, finding ways to get things done regardless of the obstacles
• Mission-Driven and focused on using talents to make the world a better place
• Organized and detail-oriented with an ability to handle a variety of different projects
• A talented communicator and a “people person” who enjoys working with others. You are thoughtful about the ways you communicate and the impact that may have on a customer. You have the ability to sense when a conversation is progressing in a positive or negative way and have the confidence to address concerns.
• Confident but always striving to do better. You are not afraid to ask for help. You value honest, action-oriented feedback and believe it is a tool to improve as a team.

• Benefits

• Healthcare: 90-100% paid premiums for medical, dental, and vision plans for employee and dependents + on demand health care concierge

• HSA, FSA, & DCFSA: Pre-tax savings plans for healthcare and dependent care, with up to a $600 annual employer contribution to the HSA plan (if enrolled in HSA medical plan)

• 100% paid short and long term disability plus life + AD&D benefits

• Learning & Development: $500 annually towards professional development opportunities + $250 annually towards personal development opportunities

• Flexible Time Off: Flexible vacation policy for strong, fully charged batteries

• 16 Weeks Paid Parental Leave: An inclusive policy to ensure you have time with your newborn, newly adopted, or foster child

• Work Remotely: Flexible hours and work from home + $1,000 annually to cover necessary business related items for your home office

• 401K: Reach your financial goals while reducing your taxes

• This role will receive a competitive base salary, variable compensation, benefits, and stock, typically in the form of Restricted Stock Units (RSUs). The expected range of On-Target Earnings for this role is $270,000 - $315,000, subject to change.

• A variety of factors are considered when determining someone's leveling and compensation–including a candidate's professional background and experience. These ranges may be modified in the future and final offer amounts may vary from the amounts listed above.

Employment at Drata is based solely upon individual merit and qualifications directly related to professional competence. We strictly prohibit unlawful discrimination or harassment on the basis of race, color, religion, veteran status, national origin, ancestry, pregnancy status, sex, gender identity or expression, age, marital status, mental or physical disability, medical condition, sexual orientation, or any other characteristics protected by law. We also make reasonable accommodations to meet our obligations under laws protecting the rights of the disabled.