SDR Sales Enablement Manager at Dynatrace

| Waltham
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The SDR Sales Enablement Manager is responsible for establishing, evolving and facilitating programs for junior sellers on our Sales Development Team (Hybrid Inbound/Outbound sellers). The Sales Enablement Manager will be instrumental in new seller workshops (live and virtual), onboarding programs, and other on-going enablement events and programs. This role will provide a superior level of service and support to drive improved performance of Sales Development Representatives as they complete their on-boarding enablement and continuous development at Dynatrace.

Essential Duties and Responsibilities include

  • 50%: Classroom & Virtual Session Facilitation leading the facilitation of workshops and coaching sessions for new sellers, Improving the effectiveness of the North America Sales Development.
  • Manage the regular cycle of new SDR onboarding activities (pre-class clinics, new seller bootcamp, after class redux sessions)
  • Develop SME status in areas such as sales plays, solution value proposition, competitive strategy and sales methodology. Build personal experience of Dynatrace sales best practices and sales success approach.
  • Facilitate in-person and virtual sessions combining your expertise in enterprise technology sales and the Dynatrace solution value. 
  • Optimize the balance of breakouts, role-plays and exercises to maximize training program effectiveness.
  • Proctor/ coach training sessions and lead certification assessments as part of the new hire curriculum
  • 25%: Develop and refine enablement programs
  • Work with enablement management, sales leaders, and other stakeholders to ensure that the SDR Team are best prepared to execute corporate strategy and capture market opportunity. 
  • Optimize the blend of on-demand and ILT to maximize effectiveness for SDR’s and sales management. Develop materials for reinforcement and approach to maximize long-term effectiveness delivery methods and practices are innovative and effective
  • Ensure topics, messaging, and exercises are aligned with product and the company’s priorities and strategic direction 
  • 15%: Seller assessment, analysis and recommendations
  • Assess seller performance, success potential and risk elements.
  • Provide feedback and recommendations to sales management
  • Maintain ongoing relationships with bootcamp attendees, sales management & maintain a peer network with bootcamp graduates
  • Evaluate and report attendee bootcamp/ on-boarding performance and areas for improvement
  • As needed work with sellers 1:1 to remediate and improve areas of concern/ development
  • 10%: Identify, initiate sales effectiveness projects
  • Seek opportunities to improve and scale sales effectiveness and efficiency. Establish, drive sales enablement projects and own the results.

Your Qualifications

  • 2– 5 years of relevant experience in an Enablement, Sales or Sales Operations role
  • Passion for identifying sales execution issues and driving sales effectiveness improvement. 
  • Strong familiarity of SDR Tech stack (Salesloft, SFDC, Gong, LinkedIn, etc.)
  • Demonstrated success in supporting a Sales Development team, ideally in a high growth environment as market leader. 
  • Demonstrated success in collaborating cross-functionally to develop content and align operational execution with strategic objectives. 
  • Proficient in sales processes, methodologies, and skills. 
  • Strong program manager - a great project leader, communicator, and collaborator. 
  • Comfortable and effective at delivering in-person & online training, presentations, and coaching sessions. 
  • Ability to establish credibility with enterprise technology sales leadership & sellers
  • Enjoyment in working in a fast-paced, rapidly evolving environment 

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 trust Dynatrace to modernize and automate enterprise cloud operations, release better software faster, and deliver unrivaled digital experiences.
We offer competitive compensation, company-sponsored premium benefits, medical, dental, vacation/holidays, company matching 401(k) Plan, etc. Dynatrace is an equal opportunity employer and VEVRAA Federal Contractor. We consider all qualified applicants of diverse background and hire without regard to race, color, gender identity, religion, national origin, ancestry, citizenship, physical abilities, age, sexual orientation, veteran 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.
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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Just 11 miles west of Boston, you'll find the Dynatrace headquarters, placed outside the bustle of the city in the tech-hub of Waltham.

An Insider's view of Dynatrace

How would you describe the company’s work-life balance?

Dynatrace has provided me with the tools and flexibility to work remotely (when needed) which has allowed me opportunities to be an involved, present parent and have the option to travel while still fulfilling the obligations to the organization I support.

Joe Callina

Lead Sales Recruiter

What does your typical day look like?

I start going through my Salesforce tasks and running through my Cadences in SalesLoft -- this consists of sending targeted emails, executing campaigns, and cold calling. Throughout the day I'm always on LinkedIn where I read any posting from my Named Accounts, read through profiles and network. I then communicate these findings with my Reps.

Kristen Armata

Sales Development Representatives NORAM

How does the company support your career growth?

Dynatrace has a fantastic training program in place to support new hires! The SDR team continues that training with weekly, monthly, and quarterly enrichment to help new employees gain the skills needed to be successful!

Jamie Mallett

Partner Program Manager NORAM

How do you make yourself accessible to the rest of the team?

From the time the new employees attend boot camp to their time in the field around the world, I make myself available to every rep, manager, SE...the entire organization for sales calls, employee meetings, partner calls, events, etc. I have direct communication with team members daily and I give everyone my number and they know they can call me.

Steve Pace

SVP, Global Sales

How has your career grown since starting at the company?

I’ve been with Dynatrace for 2+ years now and it’s incredible to look back and see how I’ve grown professionally over that time. From launching a company-wide employee advocacy program to having the opportunity to teach incoming “Dynatracers” about the benefits of social media.

John Rocker

Social Media Manager

What are Dynatrace Perks + Benefits

Dynatrace Benefits Overview

Being a leader in the market doesn’t mean it’s all work and no play. At Dynatrace, our employees take their jobs seriously but also like to have fun. While at work, we encourage you to take a break and enjoy a game of ping-pong, have a cup of coffee. Work flexibility is important at Dynatrace, we are investing in your growth and happiness! Dynatrace provides a comprehensive benefit plan that allows employees to select benefits that fit their personal needs and stay competitive in the market place.

Volunteer in local community
Greater Boston Food Bank. Cradles 2 Crayons.
Friends outside of work
Eat lunch together
Intracompany committees
Open door policy
Group brainstorming sessions
Open office floor plan
Unconscious bias training
Health Insurance & Wellness Benefits
Flexible Spending Account (FSA)
Disability Insurance
Disability insurance covers 100% of annual salary with no maximum.
Dental Benefits
Our dental plan covers $2500 of expenses.
Vision Benefits
Annual eye exams are $10 co-pay with $140 for glasses and contact lenses.
Health Insurance Benefits
Life Insurance
Pet Insurance
Onsite Gym
Retirement & Stock Options Benefits
Dynatrace, Inc. 401(k) retirement plan offers pre-tax and after-tax contributions, a wide spectrum of investment options, loans and a year-end True-up.
401(K) Matching
Dynatrace, Inc. provides employees with a 401(k) matching plan managed by Fidelity. We match 6% of contributions up to 3% of an employee's annual gross pay.
Employee Stock Purchase Plan
Dynatrace, Inc. offers qualified employees to purchase company shares at a 15% discount.
Child Care & Parental Leave Benefits
Family Medical Leave
Adoption Assistance
Vacation & Time Off Benefits
Generous PTO
Paid Volunteer Time
Paid Holidays
Paid Sick Days
Employees have unlimited Sick days.
Perks & Discounts
Beer on Tap
Casual Dress
Commuter Benefits
Dynatrace, Inc. offers pre-tax commuter benefits for all employees.
Game Room
Stocked Kitchen
Dynatrace, Inc. has a fully stocked kitchen including unlimited snacks, coffee, tea.
Professional Development Benefits
Promote from within
Online course subscriptions available
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