Dynatrace
Because the world needs software to work perfectly!
Waltham , MA
Remote

Senior Sales Operations Analyst – Territory & Quota Management

| Remote
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Our fast-paced NORAM Sales Operations team is seeking an outgoing, hands-on, and creative leader to provide strategic support to NORAM Sales Management and Operations Team. The person filling this role will partner directly with the NORAM VP Sales and NORAM Director of Sales Operations and will be responsible for assisting with critical sales processes around territories, productivity, CRM maintenance and analytics.

Your Highly Visible Role
· Oversee development, balancing and maintenance of assigned sales territories
· Develops deep understanding of assigned sales team(s) and is viewed by Sales leadership as the subject matter expert on territory strategy execution
· Analyze current territory and whitespace data, recommending to sales management territory designs to capitalize on future growth
· Partner with internal stakeholders within organization to improve data integrity with the CRM
· Champions process and methodologies related to quota and territory coverage ensuring they are continuously followed
· Facilitates the NORAM strategic annual planning process with the development of the;
o GTM organizational structure and associated sales hierarchy maximize sales productivity
o Deployment of sales targets, quota setting and in-year management
o Tracking NORAM quota over-assign vs plan through the FY highlighting areas of risk/concern to achieve plan
o Is in close alignment with VP/RD Ops Business Partners ensuring appropriate coverage/quota priorities are delivered

Your Qualifications:

  • 7+ years of relevant Sales Operations, with 3+ years focused on territory development and quota setting
  • Strong analytical skills with ability to identify trends, issues and future growth potential
  • Ability to work cross functionally amongst internal sales, marketing and finance teams
  • Strong communicator with excellent interpersonal skills
  • Excellent problem-solving skills and the ability to take a set of data and turn it into a story
  • Consistently high achiever marked by perseverance and a positive outlook in facing changes
  • Experience with and working knowledge of Salesforce strongly encouraged 

#LI-SD1

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Where we are

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.

Technology we use

  • Engineering
  • Product
    • JavaLanguages
    • JavascriptLanguages
    • PythonLanguages
    • ScalaLanguages
    • AWSLanguages
    • Node.jsFrameworks
    • TensorFlowFrameworks
    • AngularFrameworks
    • DB2Databases
    • Microsoft SQL ServerDatabases
    • MySQLDatabases
    • PostgreSQLDatabases
    • DynatraceAnalytics
    • IllustratorDesign
    • InVisionDesign
    • PhotoshopDesign
    • SketchDesign
    • ConfluenceManagement
    • JIRAManagement
    • Microsoft ProjectManagement
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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.

Culture
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
Diversity
Unconscious bias training
Diversity Employee Resource Groups
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
Mental Health Benefits
Retirement & Stock Options Benefits
401(K)
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
Flexible Work Schedule
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.
Some Meals Provided
Happy Hours
Home Office Stipend for Remote Employees
Professional Development Benefits
Lunch and learns
Promote from within
Online course subscriptions available

An Insider's view of Dynatrace

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

Dynatrace provides great work-life balance as they are flexible with working hours, PTO, personal days, happy hours, etc. Management understands the importance of taking time off for the team's wellbeing and performance. The most important one for me is the hybrid model as it allows me to spend more time with my family.

Chanely Yu

Team Lead - Sales Development LATAM

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

Jobs at Dynatrace
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Waltham
1 week ago
The Junior BI Developer is primarily responsible for designing and developing solutions, both creatively and according to specified requirements, using SQL and Power BI technology for Data Warehouse solutions. The Developer will also assist with system implementation and support tasks. The position requires excellent coding and communication skills and the ability to work with team members of the development and architecture team. The Developer

Enterprise Software Engineer

Dynatrace
Greater Boston Area
1 week ago
Our growing Enterprise Solutions Architecture Team has formed out of a high demand in our Enterprise clients needing leadership to deploy the Dynatrace platform at extreme scale. As we continue to grow, solutions such as our new and expanding online services portal or custom solutions that help maximize the use of the Dynatrace platform for our clients often need continued development support and assistance as our user base and engagement

Digital Marketing Specialist, Paid Search

Dynatrace
Waltham
1 week ago
Under the guidance of the Senior Digital Marketing Manager, Paid Acquisition this rolewill be responsible for the development and implementation of strategies aimed at driving traffic to the Dynatrace website through paid marketing campaigns that focus on paid search.    The Digital Marketing Specialist, Paid Search will manage the day-to-day including the strategy, planning, implementation, optimization and reporting of paid search plans. This

Field Marketing Manager - North America

Dynatrace
Waltham
1 week ago
We are looking for a highly charged and passionate Field Marketing Manager to join our North America field marketing organization. This person will need to have a deep understanding of regional data to build and will work hand in hand with sales on regional campaign ideation, strategizing, planning and execution.   The ideal candidate will have a results-driven mindset with a proven ability to maintain successful relationships with sales and

Senior Recruiter - Marketing

Dynatrace
Greater Boston Area
1 week ago
Dynatrace, the leader in Application Performance Monitoring, 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,

Sr. Cloud Database Developer

Dynatrace
Waltham
1 week ago
We are looking for a strong data oriented person with experience in building data warehouse solutions. Identify projects, manage requests, and resolve issues to ensure the timely & accurate delivery of data to support Business Intelligence reports, analytics, ad-hoc reporting. Establish data controls with emphasis on data quality and process automation. A deep understanding of SQL and ability to model data based on usage, volume, performance and value.

Salesforce Administrator

Dynatrace
Waltham
1 week ago
Under the guidance of the Senior Director of Business Systems, you will play a key role in managing the software development lifecycle for Dynatrace cloud-based business applications. You will part of the team responsible for daily production support and continuous improvement initiatives. 

LATAM Enterprise Sales Development Representative

Dynatrace
Waltham
1 week ago
The Sales Development Representative is responsible for identifying and qualifying sales opportunities for APM software field sales organization. Sales Development Representative will partner with field sales representatives and marketing to generate demand and qualify leads.

Salesforce Solution Architect

Dynatrace
Waltham
1 week ago
Under the general guidance of the Salesforce Platform Manager , you are responsible for the architectural design, development and cost-effective integration of Salesforce.com. You will partner with business analysts and Sales, Marketing, Finance, Legal, and Product teams across the company to define and translate their requirements and processes into enterprise business solutions. As a proven Salesforce Solutions Architect, you will support business strategy initiatives through requirements and process, technical design and solution sessions, and provide hands-on expert-level mentoring to developers.

Director, Partner Services Practice

Dynatrace
Waltham
1 week ago
Dynatrace offers the market-leading software intelligence platform, purpose-built for the enterprise cloud. With automatic and intelligent observability at scale, our all-in-one platform enables the world’s largest organizations to transform their businesses and deliver perfect user experiences. And we’re growing FAST!   We are seeking a highly motivated individual to join our team as a Director, Partner Services Practice. As a part of the

Senior Sales Operations Analyst - Sales Planning

Dynatrace
Waltham
1 week ago
Are you someone gets excited by enabling leadership through analyzing and communicating the meaning behind sales trends? Do you like working in a fast-paced environment, where change is the norm, and your day to day activities continuously vary? Do you thrive working in a fun but serious work environment?   If you answered yes to the above three questions, then this is your opportunity to be part of one of the fastest growing companies in the

Senior Recruiter

Dynatrace
Waltham
1 week ago
Dynatrace, the leader in Application Performance Monitoring, 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,

IT Service Management Application Engineer

Dynatrace
Waltham
1 week ago
The primary objective of this role is to ensure our internal ITSM is fully delivering maximum value to the Dynatrace organization worldwide.   The role is responsible for making sure that all required operational processes are implemented within the ITSM timely and effectively. Additionally, that the ITSM road map is proactively managed and continues to meet with the organization requirements. This includes active communication and agreement by

Inside Sales Representative

Dynatrace
Waltham
1 week ago
Here at Dynatrace the Account Executive (ISR) own the entire sales cycle for a specified territory. This includes developing new customer leads (generated from both outbound prospecting and inbound inquiry), positioning Dynatrace, and closing business on a monthly basis. The Account Executive is expected to develop a territory go-to-market (GTM) plan and execute daily to that plan. This includes targeting accounts and specific contacts within the

Digital Marketing Manager, SEO

Dynatrace
Waltham
1 week ago
As the Digital Marketing Manager, SEO at Dynatrace, you will be responsible for the development and execution of strategies aimed at increasing traffic to Dynatrace.com through search engines. You will utilize search engine optimization tactics and best practices, monitor & identify industry trends, and interpret performance to inform actionable recommendations to drive the business forward. Under the guidance of the Senior Digital Marketing

Account Executive -Emerging Enterprise

Dynatrace
Waltham
1 week ago
Here at Dynatrace the Account Executive (ISR) own the entire sales cycle for a specified territory. This includes developing new customer leads (generated from both outbound prospecting and inbound inquiry), positioning Dynatrace, and closing business on a monthly basis. The Account Executive is expected to develop a territory go-to-market (GTM) plan and execute daily to that plan. This includes targeting accounts and specific contacts within the account, building relationships with IT and Lines-of-business (LOB), determining business pain and working to map the proper solution and close business.

Performance Analyst

Dynatrace
Greater Boston Area
1 week ago
As a Performance Analyst, you’ll work with some of the largest sites on the web across major industries (retail, auto, finance, travel, etc) and help them answer questions about site performance and user engagement, helping to drive improved customer experience for their customers and improve their business.   Dynatrace’s tools generate mountains of data, a lot of which customers don’t know how to make use of…that’s where you come in. You will

Sales Enablement Manager

Dynatrace
Greater Boston Area
1 week ago
The role....   Please note this is an individual contributor role. As a Sales Enablement Manager, you’ll work closely with our sales and enablement leaders to deliver strong outcomes for North America field-based Enterprise Account Executives & Regional Directors. You will design and deliver a broad range of strategic sales training programs; the objectives being to reduce ramp time, increase consistency of overachieving sales quota and expand

Consulting Engagement Manager

Dynatrace
Greater Boston Area
1 week ago
We are looking for an ACE Services Velocity Engagement Manager to support our continued business growth. Reporting to the Enterprise Program Management Practice Manager, NORAM ACE Services, the primary function of this position is to support ACE Services success by working with Regional Services Managers, Sales, Consultants and Customers to manage Velocity Engagements. Role & Responsibilities Responsible for the successful delivery of a wide

ACE Delivery Consultant - Security Clearance Needed!

Dynatrace
Greater Boston Area
1 week ago
In this role, you’ll work directly with our customers to implement, configure, provide training, and deliver use-case consulting for our award-winning platform. You’ll represent Dynatrace as a trusted adviser, guiding customers along their digital transformation journeys. You’ll have the opportunity to learn new technologies while using your existing knowledge of web applications and cloud technologies.

Sr. Business Relationship Manager- Quote to Cash Business Systems

Dynatrace
Waltham
1 week ago
Under the general guidance of the Director of Business Systems Enterprise Applications, you are responsible for establishing and maintaining an effective conduit between Sales users and the business applications team, developing a command of current state automation processes and charting a course for persistent improvement. You will partner with Business Process Owners, Business Analysts and other members of the Business Systems team in serving the Sales Quote to Cash functions and other teams across the company to define and translate their strategy, requirements, and processes into enterprise business automation. 

Global Program Lead - Sales Coverage and Territory

Dynatrace
Waltham
1 week ago
Our Global Sales Operations team is seeking an experienced Sales Territory & Coverage Program Lead to help drive our global territory coverage and client segmentation strategy and programs. If you are experienced with go to market strategies and client segmentation strategies, know Salesforce and are savvy with Company account data sources and analytics, this role is a great opportunity for you!   This role is a key member of the Global Sales

Strategic Alliance Manager

Dynatrace
Greater Boston Area
1 week ago
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