Company Description

　　Dynatrace exists to make software work perfectly. Our platform combines broad and deep observability and continuous runtime application security with advanced AIOps to provide answers and intelligent automation from data. This enables innovators to modernize and automate cloud operations, deliver software faster and more securely, and ensure flawless digital experiences.

　　Job Description

　　Dynatrace provides software intelligence to simplify enterprise cloud complexity and accelerate digital transformation. With AI and complete automation, our all-in-one platform provides answers, not just data, about the performance of applications, the underlying infrastructure and the experience of all users. That’s why many of the world’s largest enterprises, including 72 of the Fortune 100, trust Dynatrace to modernize and automate enterprise cloud operations, release better software faster, and deliver unrivalled digital experiences.

　　As the market leader, Dynatrace is experiencing unprecedented growth - now is the perfect time to join our rapidly growing global community.

　　The Japan Sales Development Manager is a critical leader in our regional GTM team and will lead, manage and grow the Sales Development Representative (SDR) team whose goal is to generate revenue by developing target account opportunities and pipeline for Dynatrace APAC to support our growth trajectory. This role is based in Tokyo and is to lead SDRs based in Japan offices.

　　Recruit, Hire, Grow, and Retain high-energy, results-driven outbound Sales Development Representatives who can evangelize a transformational software platform to a HUGE underserved market in Asia

　　Own all growth strategies for the SDR segment

　　Refine our customer value messaging and process to over-achieve Qualified Sales Opportunity (QSO) targets & conversion

　　You are both strategic and tactical. You can design and execute a plan. You have a vision for long-term predictable pipeline generation.

　　Create and foster a performance-driven culture where every SDR strives to be #1 among peers every day

　　Create a target prospecting plan of key personas and vertical targets, including messaging, content, campaigns, and awareness building

　　Focus on SDR weekly productivity, day-to-day operations, monitor and track SDR activity (outreach activity, opportunity creation, progression, etc)

　　Train SDRs on questioning techniques, objection handling strategies, storytelling, and differentiated messaging to persistently explore and uncover the pains of our prospects that align with our solution.

　　Maintain weekly 1:1s with SDRs to speed up RAMP (for new hires) and accelerate SDR development. Every SDR should get a minimum of 1 hour/week for 1:1 coaching.

　　Develop & manage new reports and dashboards in Salesforce and Tableau to track team performance and use them in regular coaching sessions and executive briefings

　　Work with the regional marketing team to drive effective campaigns with clear success metrics

　　Manage the inbound lead flow and track the efficiency of sales and quarterly marketing programs

　　Lead a high-energy and record-breaking team & environment where people love coming to work, collaborate & have fun!

　　Support usage, enablement and processes for SDR enabling technologies and resources including Salesforce, Call tracker, LinkedIn Sales Navigator, Outreach etc

　　Report quantifiable individual and team results and metrics to the Sales Leadership team every week – including weekly 1v1 with the Regional Sales Director

　　Bring a perspective at all times, understand you have a seat at the table, and pipe up when you see an opportunity to get better

　　Qualifications

　　2+ years of successful management of an SDR team or comparable experience

　　5+ years of experience in a solution-selling environment

　　Bachelor’s degree required

　　Salesforce experience required

　　Experience in building highly effective and efficient prospecting campaigns

　　Experience selling enterprise cloud applications

　　Entrepreneurial, disciplined leader who gets the best out of his / her team and can manage up with Sales Leaders

　　Good understanding of the Asia Cloud and Technology landscape/market

　　Experience with Outbound prospecting (Call, Social, Mail) strategy to technology leaders

　　Technically adept, with a data-driven and analytical mindset

　　Deeply curious and passionate about people and team culture

　　Strong problem-solving, organisational and interpersonal skills

　　Additional Information

　　A one-product software company creating real value for the largest enterprises and millions of end customers globally, striving for a world where software works perfectly.

　　Working with the latest technologies and at the forefront of innovation in tech on scale; but also, in other areas like marketing, design, or research.

　　Working models that offer you the flexibility you need, ranging from full remote options to hybrid ones combining home and in-office work.

　　A team that thinks outside the box, welcomes unconventional ideas, and pushes boundaries.

　　An environment that fosters innovation, enables creative collaboration, and allows you to grow.

　　A globally unique and tailor-made career development program recognizing your potential, promoting your strengths, and supporting you in achieving your career goals.

　　A truly international mindset with Dynatracers from different countries & cultures all over the world, and English as the corporate language that connects us all

　　A culture that is being shaped by the diverse personalities, expertise, and backgrounds of our global team.