Dynatrace – Strategic Customer Success Manager – Melbourne, Australia

March 4, 2023
Apply Now

Job Description

Company Description

We realized that the traditional post-sales customer journey is broken, and we are on a mission to fix it!  Our aim is to bring together all post-sales customer experiences under one unified framework – and we call it Dynatrace ONE.  As a Strategic Customer Success Manager (CSM) you will be at the core of this approach, and your main responsibility will be to make sure our largest, most complex customers realize the value of their Dynatrace investment.

To excel in the role, you will need to be a seasoned strategic thinker with exposure to large corporations and government, a master’s in relationship building, and a solid history of retaining and growing your assigned accounts.  Your focus will be on renewals and account growth, navigating enterprise organizations, and collaborating with our Champions and account teams to ensure on-time renewals.

Job Description

  • Be the trusted advisor and primary post-sale point of contact for all Strategic Organizations across VIC and WA, engaging proactively with various teams on a regular basis
  • Leverage your and your team’s expertise to increase the adoption and utilization of Dynatrace capabilities
  • Demonstrate product features beyond core functionalities to help the customer achieve specific business results and maximum value from the product
  • Identify opportunities from assigned clients, including upselling and cross-selling of related services and discovery of additional use cases
  • Be accountable for client renewal and retention results
  • Ensure deployment and utilization of best practices are implemented and understood and collaborate with partners and internal consulting functions to drive timely results
  • Handle escalations and coordinate across functional areas of Dynatrace to ensure flawless delivery (including Marketing, Sales, Professional Services, Engineering, Finance, Training, and Support)


  • Develop relationships with complex customers and help various departments unleash the value of Dynatrace through education, enablement, and internal discovery
  • Be the champion of deployment success by mapping out relevant stakeholders and engaging them on the relevant value proposition
  • Visit client locations on a regular basis to ensure client satisfaction and promote ongoing contract renewals
  • Coordinates sales quotations and responds to requests for proposals


  • 7+ years of progressive experience in managing complex SaaS customers
  • Ability to quickly develop strong relationships with the users/commercial partners/internal communities and drive outcomes
  • Excellent verbal, written, and interpersonal communication skills in English; any additional APAC language is a bonus
  • Experience in working with execs in client environments, as well as with procurement and business owners
  • Highly motivated, energetic, and committed to getting results
  • Comfort with a fast-paced, dynamic environment is a must; past exposure to a high-growth and/or globally distributed companies is also valuable
  • Sales methodology certification (Miller Heiman / Challenger / LAMP etc.) is desirable
  • Business acumen and commercial outlook, with a conceptual understanding of IT operations processes and best practices
  • Technical understanding of cloud concepts and application performance technology, and specific use cases for AWS / GCP and Azure
  • Understanding of APM marketplace and Dynatrace key strengths

Additional Information

Dynatrace provides software intelligence to simplify cloud complexity and accelerate digital transformation. With automatic and intelligent observability at scale, our all-in-one platform delivers precise answers about the performance and security of applications, the underlying infrastructure, and the experience of all users to enable organizations to innovate faster, collaborate more efficiently, and deliver more value with dramatically less effort. That’s why many of the world’s largest organizations trust Dynatrace to modernize and automate cloud operations, release better software faster, and deliver unrivaled digital experiences.