Value Realization Manager Jobs

Dynatrace's Value Management team works closely with Dynatrace's prospective and current customers. Within this team, Value Realization Managers work 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 an individual contributor position with high visibility within the global organization and requires demonstration of leadership beyond the immediate span of control. As a Value Realization Manager, you will:

• Help drive enablement of the sales teams to deliver engaging discovery interviews with IT teams to uncover value outcomes and opportunity areas.
• You will 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.
• Understand and convey the unique capabilities and value of the Dynatrace platform and how it drives business outcomes.
• Be responsible for the tracking of the global opportunities utilizing value realization and providing model feedback to help improve value realisation strategy.
• Be responsible for the underlying value model framework and help develop additions to the model and new value opportunities arise.
• Ability to work independently and creatively.
• Collaborate with the broader enablement and become an active member of the team by leading initiatives that advance our global practice.
• You will work to identify, define, quantify, and deliver business value to prospects and current customers for upselling opportunities.
• Understanding of software deal dynamics and ability to think strategically about driving software opportunities forward.
• 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 deliver training material in conjunction with the sales enablement team to enable sales teams and the broader ecosystem.
• Be the “go-to person” for sales and sales management in your supported territory for value related activities.

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

Travel to customer sites is typically "day trips" and you are in control of your own travel schedule. Travel averages roughly 30%.

Qualifications

Minimum Qualifications

• 3+ years working in the area of value realization.
• 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.

Additional Qualifications

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

Additional Information

Compensation And Rewards

• 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.
• The salary range for this role is _____________. Position might be filled at a higher level based on candidate's experience

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.

Dynatrace requires all US employees to be fully vaccinated against COVID-19 two weeks prior to their start date, and to provide verification via the Clear app. Requests for exemptions, must be reviewed and approved prior to commencing employment. If this requirement is not met, your employment will not commence.

Note to Recruiters and Placement Agencies: Dynatrace LLC (Dynatrace) does not accept unsolicited agency resumes. Please do not forward unsolicited agency resumes to our website or to any Dynatrace employee. Dynatrace will not pay fees to any third party agency or firm and will not be responsible for any agency fees associated with unsolicited resumes. Unsolicited resumes received will be considered property of Dynatrace.

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Discover more perks & benefits

Growth opportunities - find out how Dynatrace supports your career development and personal growth journey: https://careers.dynatrace.com/grow-with-us/career-development/

Flexible working - our flexible and trusting work environment fits your current life situation: https://careers.dynatrace.com/ways-of-work/

Relocation Support - discover how we can support you if you wish to join us at one of our global locations: https://careers.dynatrace.com/relocation/

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.
Please review the Dynatrace privacy policy here: https://www.dynatrace.com/company/trust-center/policies/recruitment-privacy-notice