Major Account Manager
WFA Digital Insight
As the demand for digital marketing and tech professionals continues to surge, companies like Datadog are looking for experienced account managers to drive growth. With a 25% increase in remote job postings in the last year, candidates with a strong background in enterprise software sales and GTM experience are in high demand. Datadog stands out for its innovative approach to sales and customer relationships, offering a unique opportunity for those looking to make a significant impact in the industry. Before applying, candidates should be prepared to showcase their ability to prospect and build pipeline, as well as demonstrate a deep understanding of customer needs and market trends.
Job Description
About the Role
The Major Account Manager position at Datadog is a crucial part of the company's growth strategy, focusing on driving new business and expanding the current Datadog footprint with the largest and most strategic clients. As a key member of the Major Accounts Team, you will be responsible for prospecting into a targeted set of accounts, running an efficient sales process, and nurturing existing client relationships to grow the Datadog footprint. The success of the Major Accounts Team directly impacts the success of Datadog, making this a highly visible and challenging role.The ideal candidate will have a passion for technology and a fast-paced sales environment, with a proven track record of success in enterprise software sales. You will be working closely with a team of experienced sales professionals, as well as cross-functionally with other departments to support the sales cycle.
What You Will Do
- Prospect into a targeted set of accounts while running an efficient sales process
- Nurture existing client relationships and grow the Datadog footprint
- Maintain, build, and own specific relationship maps for your territory, including existing relationships and aspirational contacts
- Develop a deep comprehension of the customer's business
- Negotiate favorable pricing and business terms by selling value and ROI
- Demonstrate resourcefulness when faced with challenges
- Determine necessary steps to close business and gain customer validation
- Identify a robust set of business drivers behind all opportunities
- Ensure high forecasting accuracy and consistency
What We Are Looking For
- 7+ years of enterprise software sales experience
- Experience selling Fortune 100 companies with the ability to win new business
- Experience managing a complex account team from multiple GTM ecosystem partner functions to support the sales cycle
- Experience and success selling new solutions into accounts already leveraging core technical products
- Combination of leveraging existing customer contacts and net new PG to break into new BUs and sell net new products
- Consistently meeting or exceeding direct sales goals
- Ability to demonstrate methodology to prospect and build pipeline on your own
- Experience working for an innovative tech company
- Willingness to travel over 50% of the time
Nice to Have
- Experience with sales training in MEDDIC and Command of the Message
- Familiarity with Datadog's products and services
- Experience working in a remote or hybrid work environment
- Certification in sales or a related field
Benefits and Perks
- High income earning opportunities based on individual performance
- New hire stock equity (RSUs) and employee stock purchase plan (ESPP)
- Continuous professional development, product training, and career pathing
- Access to Inclusion Talks, our Internal panel discussions
- Free, global Spring Health benefits for employees and dependents age 6+
- Competitive global benefits
- Giving programs
- Remote work stipend and equipment allowance
- Flexible PTO and holiday schedule
How to Stand Out
- Develop a strong understanding of the customer's business needs and pain points to effectively sell value and ROI.
- Create a personalized sales approach for each client, taking into account their unique challenges and goals.
- Leverage existing customer contacts and build relationships with key decision-makers to grow the Datadog footprint.
- Stay up-to-date on industry trends and market developments to stay ahead of the competition.
- Prepare to showcase your sales methodology and pipeline-building skills during the interview process.
- Be prepared to discuss your experience working with complex account teams and GTM ecosystem partner functions.
- Research Datadog's products and services to demonstrate your knowledge and enthusiasm for the company and role.
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