Your role at Dynatrace**Note that as this is a very specific deal coaching role, we do require candidates who have had experience working with this topic, ideally coming with a background in sales at some point in their career and with experience of structured sales coaching.Field Sales Enablement at Dynatrace is both strategic and operational. You will influence pipeline quality, deal strategy, and account direction while ensuring the field is fully enabled to execute the Dynatrace observability platform strategy.You will enable Regional and Frontline Sales Leaders to run stronger businesses by improving pipeline quality, deal execution rigor, and sales consistency - while ensuring teams are continuously enabled on Dynatrace’s platform, value messaging, and consumption-based GTM motion.Responsibilities:Strategic advisor to sales leadershipAdvisor to Regional VPsDiagnose pipeline health, execution gaps, and regional performance patterns.Provide objective insights for forecasting, territory reviews, and QBRs.Support consistent platform‑selling and consumption-led execution.Act as a trusted advisor on GTM challenges such as slippage, weak executive narratives, or stalled expansions.Coach and force multiplier for frontline managersBuild stronger coaching habits around deals - not just reporting.Reinforce MEDDICC/MEDDPICC, account planning, mutual action plans, and value hypotheses.Join deal reviews as a coaching partner, modeling strong inspection and qualification.Help managers determine when to push, redirect, or exit deals.Field execution and deal influenceEngage in high‑impact and forecast‑critical deals, including competitive takeouts and major expansions.Provide objective commit‑level deal assessments.Increase deal velocity and quality by challenging weak logic early.Support sellers in aligning observability outcomes with CIO/CTO/engineering priorities.Core enablement responsibilitiesSales readiness & enablementDrive readiness across onboarding, role development, and skill reinforcement.Enable the field on messaging, ICPs, personas, use cases, and competitive positioning.Support rollout of new platform capabilities, pricing, packaging, and GTM motions.Methodology & process enablementReinforce consistent use of MEDDPICC, CRM processes, opportunity stages, and qualification criteria.Partner with Sales Ops/RevOps to translate process changes into practical field execution.Enablement programs & communicationsBuild programs tied to active pipeline needs and GTM priorities.Partner cross‑functionally for aligned messaging.Contribute to plays, assets, communications, and tools supporting platform selling.Indicators of successLeaders routinely pull you into strategic deals and leadership discussions.Improved win rates, deal velocity, and platform expansion.Higher‑quality pipeline, stronger MEDDPICC discipline, and reduced slippage.Greater forecast confidence and inspection rigor.Clear improvement in seller and manager capability and coaching effectiveness.Strong adoption of enablement programs and GTM plays that drive revenue impact.What will help you succeedExperience working with deal coaching is a requirement for this role, ideally coming with a background in sales at some point in your career and with experience of structured sales coaching.Strong POV on sales execution and GTM strategy; willing to challenge assumptions.Deep experience in enterprise sales methodologies and complex deal cycles.Ability to diagnose execution gaps and translate strategy into field‑ready action.Strong coaching skills with frontline managers and sellers.Effective communication and influence across leadership levels.Comfort operating in a technical, cloud‑native environment.A track record of tying enablement work directly to measurable business outcomes.Why you will love being a DynatracerDynatrace is a leader in unified observability and security.We provide a culture of excellence with competitive compensation packages designed to recognize and reward performance.Our employees work with the largest cloud providers, including AWS, Microsoft, and Google Cloud, and other leading partners worldwide to create strategic alliances.The Dynatrace platform uses cutting-edge technologies, including our own Davis hypermodal AI, to help our customers modernize and automate cloud operations, deliver software faster and more securely, and enable flawless digital experiences.Over 50% of the Fortune 100 companies are current customers of Dynatrace.Note to Recruiters and Agencies : Thank you for your interest in Dynatrace. Please note that we do not accept unsolicited agency resumes —do not forward them via our website or directly to Dynatrace employees. Dynatrace will not pay fees for unsolicited resumes, and any resumes received this way will be considered the property of Dynatrace.Benefits and work-life perksWe offer best-in-class core rewards, including paid time off, financial security benefits, retirement savings plans, and health insurance. Beyond that, you’ll get other benefits and work-life perks designed to make your ride with us even more rewarding.Mental health supportOur Employee Assistance Program, powered by Telus Health, offers support for you and your family members.Wellness DaysFour company-designated extra paid days off for you to recharge batteries.FlexibilityOur hybrid working model and flexible working hours offer you the flexibility you need.Employee Stock Purchase PlanPurchase company stock ( NYSE:DT ) at a discounted price and become a shareholder.Learn & developCompany-wide learning perks, designated team's learning days, and more.Volunteering dayA day of paid volunteer time to support a community or cause you care about.Regular team eventsWe host Global Culture Parties, Family & Friends at Work Day, Global Breakfasts, Green Weeks, Pride Month, and beyond!International vibeMost of our offices and teams are proudly multicultural. English is our shared language, but we embrace and learn from each other's cultures.Rewards vary depending on your employment type. Some benefits and perks also differ by location — explore your city to see what’s available there.About DynatraceDynatrace (NYSE: DT) is the leading AI-powered observability and security platform. We're advancing observability for today's digital businesses, helping transform modern digital ecosystems' complexity into powerful business assets.Our AI-driven insights cut through the noise, allowing customers to focus on what truly matters by automating manual tasks and resolving issues with pinpoint accuracy. Dynatrace offers simplicity, clarity, and reliability at scale to ensure teams can make informed decisions, minimize downtime, and drive their business forward with confidence.
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