I'm interv...

Question

I'm interviewing for an Expansion Account Executive role. The job description mentions traveling up to 30%. Realistically, how often would I be expected to be in the field?

Also, can you break down the personas and average deal size?

Current Employee · Accepted Answer

I would ask where the accounts are based. I know some reps get assigned accounts that are out of state, if this is the case you aren’t expected to visit them that frequently. If you live within 45 miles of an office I believe you are required to go in 2-3 days/week. Avg deal size - $160k

Current Employee · Answer

Regarding travel, the best way to stand out and build relationships is to get in front of people, you can learn a ton more over a coffee than a zoom call.

Dynatrace typically caters to various buying personas within organizations that are focused on digital transformation, application performance monitoring, and observability. Here are some common buying personas for Dynatrace:

IT Operations Manager: This persona is responsible for managing and maintaining the overall IT infrastructure, ensuring the availability and performance of critical applications and services. They are interested in Dynatrace's capabilities to proactively identify and resolve issues, optimize resource allocation, and streamline operations.

Application Development Team Lead: This persona is responsible for the development and deployment of software applications. They are interested in Dynatrace's ability to provide deep insights into application performance, code-level diagnostics, and automated monitoring across various environments. They value Dynatrace's support for DevOps practices and continuous delivery.

IT Director/CIO: This persona has a strategic role in driving digital transformation initiatives within the organization. They are focused on aligning IT investments with business goals and are interested in Dynatrace's ability to provide real-time, end-to-end visibility into application performance, user experience, and business impact. They value Dynatrace's executive-level reporting and insights.

Site Reliability Engineer (SRE): This persona focuses on maintaining the reliability and scalability of applications and infrastructure. They are interested in Dynatrace's AI-powered automation capabilities, anomaly detection, and root cause analysis. They seek Dynatrace's assistance in optimizing application performance, reducing downtime, and enhancing user experience.

Cloud Operations Manager: This persona is responsible for managing and optimizing cloud resources and services. They are interested in Dynatrace's cloud-native monitoring capabilities, auto-discovery of cloud environments, and comprehensive insights into cloud-native architectures. They value Dynatrace's support for multi-cloud and hybrid cloud environments.

It's important to note that these personas can vary based on the specific organizational structure and industry. Dynatrace's solutions cater to a wide range of roles and responsibilities involved in digital transformation and application performance management.

Former Employee · Answer

It's host-based, observability-product sales. It's going after department leadership. Dynatrace saw it's hey day back around their IPO, they attempting to jump on the ZTA/security band wagon and it didn't evolve into anything. During my time I was on the road nearly weekly, and it was an old boys club mentality. If you aren't able to sell QUARTERLY, in support of your respective yearly goal, then you'd be show the door. $200K, on avg. Selling ANY of these observability products is ROUGH, AppD, DataDog, etc, they are pricey, and limited because users want much much MORE than cloud metrics, app performance, etc. They are wanting network performance, and deep infra + device data tied into all of this. None of those APM tools are conclusive enough while it comes to executing massive deals, BUT to each their own.

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Anonymous Q&A

I'm interviewing for an Expansion Account Executive role. The job description mentions traveling up to 30%. Realistically, how often would I be expected to be in the field? Also, can you break down the personas and average deal size?