Value Practice Director (Remote, New York)

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.

Location: This is a remote position. Ideal candidates will reside in the Boston, MA or New York, NY area. We will consider those who reside within the Eastern Time Zone or Central Time Zone (in the U.S.) only. 

The Value Practice Director works to help customers and internal teams quantify, document, and articulate the value they deliver with the Dynatrace platform, and advise on strategies to unlock more value. 

About the Role 

 
This role will be a Value Practice Director position within the global organization and requires leadership beyond the immediate span of control. As a Value Practice Director, you will:

• Lead the understanding and conveying of the unique capabilities and value of the Dynatrace platform and how it drives business outcomes. 
• Work directly with internal partners (Sales and Sales Management but also, Customer Success, Services, Partner leads, Marketing) as well as with external collaborators (customers, partners) to identify and conduct value realization studies and baselines. 
• Develop and help present compelling value propositions, proposals, and business cases, and then track post-sales benefit realization in support of Dynatrace’s largest customers and opportunities. This will likely require positioning these business cases in conjunction with the sales team to C-Suite level contacts. 
• Identify, define, quantify, and deliver business value to prospects and current customers for upselling opportunities. 
• Help drive enablement of the sales teams to deliver engaging discovery interviews with IT teams to uncover value outcomes and opportunity areas. 
• Track global opportunities utilizing value realization and providing model feedback to help improve value realization strategy.  
• Help author value models and frameworks aimed at developing additional business value opportunities 
• Develop and deliver training material in conjunction with the sales enablement team to enable sales teams and the broader ecosystem. 
• Understanding of software deal dynamics and ability to think strategically about driving software opportunities forward. 
• Ability to work independently and creatively. 
• Collaborate cross-functionally functionally and become an active member of the team by leading initiatives that advance our global practice. 

Travel to customer sites is expected to span across Dynatrace's Global Account base . Travel averages roughly 25%-35% of your time.

Minimum Qualifications

• High school diploma or GED required
• 5+ years of work experience in a management consulting firm, corporate strategy, sales strategy, enterprise finance, business transformation, or other roles which require analytical thinking. 
• 3+ years working in the area of value realization. 

Additional Qualifications 

• Deeply curious about business and broadly interested in variety of customers/issues. 
• Excellent verbal, written and listening communication skills. 
• Excellent consulting skill set, including discovery, analysis, quantitative modelling, presentation, persuasion, and project leadership skills. 
• Comfortable navigating through investor presentations, press releases, earnings transcripts, and financial documents. 
• Experience with creating and delivering compelling presentations with quantitative analyses. 
• Strong project management skills and ability to create and deliver end-to-end programs involving successful customer success enablement, demand generation or revenue uplift contribution. 
• Demonstrated creativity for new initiatives and a "get it done" mentality to achieve results in a fast-paced, highly varied environment. 
• Background in SaaS technology marketplace is preferrable but not essential. 
• Bachelor’s Degree in a technical or financial field OR equivalent work experience, advanced degrees a plus. 
•  If you are curious, driven and want to be part of one of Dynatrace's key growth initiatives - this role is for you. 

• Dynatrace has been named a leader in 2024 Gartner Magic Quadrant for Digital Experience Management.
• Dynatrace is a market share leader & a 14x magic quadrant leader in the APM/Observability space
• Invest heavily in the product side of things – huge global investment in R&D, assuring market-leading customer value, continuous innovation, and quick adoption.
• Dynatrace is trusted by over half of Fortune’s Top 10 
• Dynatrace provides a culture of excellence with competitive compensation packages that recognize and reward greatness.

Compensation and rewards:

• The salary range for this role is $182,000 - $227,000. When determining your salary, we consider your experience, skills, education, and work location. 
• Our total compensation package includes unlimited personal time off, an employee stock purchase plan, and a reward system.  
• We also offer medical/dental benefits, and a company matching 401(k) plan for retirement. 

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 [email protected]. 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.