Build Your Career in Cybersecurity -
YOUR WAY

Company Description

Dynatrace exists to make software work perfectly. Our platform combines broad and deep observability and continuous runtime application security with advanced AIOps to provide answers and intelligent automation from data. This enables innovators to modernize and automate cloud operations, deliver software faster and more securely, and ensure flawless digital experiences.

• Assist customers in solutioning complex integrations.
• Assist the Enterprise Solutions Architect team with key delivery tasks, presentations, diagrams, data analytics, or hands-on integrations.
• Contribute to the adoption of the new Elevate portal that serves up the ESA content to our engagements and manages content for the rest of the Dynatrace Services Organization.
• Be exposed to a vast number of technologies, teams, and techniques throughout top organizations.
• Refine and grow skills and responsibilities in development, DevOps, Business Intelligence, cloud, security and infrastructure, log analytics, and various other aspects of the Dynatrace Platform.

Minimum Requirements

• Bachelor’s Degree required or equivalent experience accepted in lieu of degree
• 3+ years of experience using Dynatrace or managing Observability solutions.

Preferred Requirements:

• Prior experience with log analytics with products such as Splunk, ElasticSearch, Dynatrace, etc.
• Ability to develop automation and repeatable processes/scripts to enable solutions that deploy, manage, configure, scale, and monitor Client applications
• Experience in frontend and/or backend programming languages
• 1+ industry certification (AWS / Azure / GCP / Kubernetes / Ansible etc..)
• An Active Dynatrace Certification
• Understanding of PaaS concepts and implementations such as Cloud Foundry, OpenShift, BlueMix or similar offerings
• Strong skills in diagramming and articulating designs and solutions
• Strong analytic, organization, presentation, customer service, and facilitation skills.
• Ability to gather customer requirements and translate those requirements into short- and long-term deliverables
• Comfortable with Software Development Life Cycles, Test Driven Development, Continuous Integration and Continuous Delivery/Deployment
• A general understanding of a variety of Cloud technologies and offerings such as AWS, Azure, or Google Cloud
• Solid understanding of Network and Software Security Models, protocols, certificates, etc.
• A general understanding of network topologies, routing, network security, security protocols, routing, load balancers, and capacity planning
• A general understanding of Containers and Container orchestration products i.e. Kubernetes, OpenShift, docker
• Outstanding communicator and writing skills with the ability to consult and lead multi-day meetings
• An understanding of deploying Application and/or Infrastructure Monitoring & Observability
• Experience in both Linux and Windows OS
• A general understanding of solutions using Chef, Puppet, Ansible, Terraform, Jenkins, and similar products

• Dynatrace 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.

DOE, annual salary of $109K - $136K plus Health, Dental, Life, STD, LTD, 401k, PTO. Total compensation may vary depending on candidate experience, education, and location.

All your information will be kept confidential according to EEO guidelines.

We offer competitive compensation, company-sponsored premium benefits, medical, dental, vacation/holidays, company matching 401(k) Plan, etc. Dynatrace is an Equal Opportunity/Affirmative Action employer. All qualified applicants will receive consideration for employment without regard to race, sex, color, gender identity, religion, national origin, ancestry, citizenship, physical abilities, age, sexual orientation, creed, disability status, veteran status, pregnancy, genetic status, or any other characteristic protected by law.

At JFrog, we’re reinventing DevOps to help the world’s greatest companies innovate -- and we want you along for the ride. This is a special place with a unique combination of brilliance, spirit and just all-around great people. Here, if you’re willing to do more, your career can take off. And since software plays a central role in everyone’s lives, you’ll be part of an important mission. Thousands of customers, including the majority of the Fortune 100, trust JFrog to manage, accelerate, and secure their software delivery from code to production -- a concept we call “liquid software.” Wouldn't it be amazing if you could join us in our journey?

We are seeking an experienced and results-driven Regional Vice President of Sales to lead our strategic enterprise accounts team for the West Region in the United States. This executive will play a critical role in driving growth, expanding our market presence, and accelerating revenue within our strategic enterprise segment. This role requires a strategic mindset and strong leadership skills to drive a high-performance culture, manage complex sales processes, and ensure exceptional customer success. Reporting directly to the GM and SVP of NA Sales, the RVP will align with company goals, execute the sales strategy, and guide a team of seasoned Strategic Account Executives.

• Develop, lead and execute the sales strategy for the West region, ensuring alignment with company objectives and market trends.
• Build, inspire, and manage a high-performing team of Strategic Account Executives. Provide mentorship, foster a positive culture, and drive team accountability to achieve and exceed sales targets.
• Own and deliver on revenue targets for the West Region, identifying growth opportunities within existing accounts and developing strategies to win new enterprise customers.
• Own and measure the growth by Increasing renewal rates, reduce churn and expand our revenue in accounts through cross-sell and up-sell using advocacy and higher product adoption.
• Drive operational rigor for territory mapping, account planning, opportunity/pipeline management and quarterly business reviews. Lead by example by using our sales methodology and processes effectively that enable accurate forecasting of opportunities.
• Cultivate and maintain executive-level relationships with key customers to drive satisfaction, adoption, expansion and retention. Act as an escalation point for complex negotiations and customer needs.
• Work closely with Marketing, Product, and Customer Success teams to ensure consistent messaging, product alignment, and customer satisfaction across all touchpoints.
• Stay informed on industry trends, competitive landscape, and customer challenges to inform and adapt the regional sales strategy.
• Implement and continuously improve processes, leveraging data and technology to drive operational efficiency and scalability within the region.

Required Qualifications

• 10+ years of enterprise sales experience with 5+ years of leadership experience with a track record of success in enterprise sales within the software/SaaS industry.  Second line leadership experience is a plus.
• Demonstrated success in building, managing, and developing high-performing sales teams in a fast-paced, high-growth environment.
• Strong executive presence and presentation skills to effectively lead and manage a sales team. Very comfortable in the “C” suite with a track record of closing seven and eight figure software licensing deals.
• Proven success attracting, hiring,and retaining a world class sales team which includes setting clear objectives, providing guidance and support, mentoring and developing team members while fostering a high-performance sales culture.
• Proven Experience with MEDDPICC and value-based selling. Experience with Challenger selling is a plus.
• Strong analytical and forecasting skills with a data-driven approach to decision-making and problem-solving.
• Exceptional ability to work collaboratively across departments and foster a culture of teamwork and high performance.
• Must be willing and able to travel up to 50%

WHAT JFROG CAN OFFER…

• At JFrog, base salary is only one component of our compensation package.
• This position has a base salary range between $220,000 to $240,000.  Base salary will be based on your skills, qualifications, experience and location.
• Additionally, this role may be eligible for discretionary bonuses or commission payments.
• This position also includes an equity package of restricted stock units (RSU).  In addition, JFrog employees are eligible to participate in our Employee Stock Purchase Plan.
• JFrog provides employees comprehensive benefits including medical, dental, vision, retirement, wellness and much more!

JFrog is an Equal Employment Opportunity Employer. All qualified applicants will receive consideration for employment without regard to race, color, creed, religion, sex, sexual orientation, national origin or nationality, ancestry, age, disability, gender identity or expression, marital status or any other category protected by law.

Summary Information about the Role

We are looking for a skilled and experienced marketer with a background in B2B technology marketing, who excels in Integrated Marketing strategy, delivering end to end plans that include early thought leadership to practical guidance and best practices which reach and engage audiences in a compelling way. You should also have solid business skills to build, define and measure the success of your work, laddering it to company goals and business outcomes. You should live for seeking to understand our customer, what makes them tick, and for building innovative ways to engage and drive momentum with individuals and accounts – all leading to sales pipeline and wins. Culturally, you should embrace the benefits of agile marketing, love rapidly iterating on plans, and not be afraid to take risks and fail fast.

Company Overview

At F5, we strive to bring a better digital world to life. Our teams empower organizations across the globe to create, secure, and run applications that enhance how we experience our evolving digital world. We are passionate about cybersecurity, from protecting consumers from fraud to enabling companies to focus on innovation.

Everything we do centers around people. That means we obsess over how to make the lives of our customers, and their customers, better. And it means we prioritize a diverse F5 community where each individual can thrive.

• Develop Integrated Marketing plans to support GTM objectives and business goals. Thinking left to right across the customer journey – discover, learn, try, buy and through to deploy, use, and renew as well as top to bottom from the highest altitude of press and analyst coverage to the most specific 1:few customer facing activities.
• Create compelling customer journeys which convince the customer of the need for F5 for each solution and scenario, clearly defining the why and how of where F5 fits in the modern app/security ecosystem resulting in won opportunities.
• Partner with solutions and product marketing to develop the content portfolio supporting our GTM and Use Case-based plans and programs with messaging, thought leadership, reasons to consider, reference architectures, and customer scenarios for F5 solutions in public and private cloud environments.
• Examine the performance of the end-to-end plan and content and drive the team to optimize for the greatest business impact, working closely with teammates and other marketing partners.
• Analyze reporting to articulate team success through KPIs, metrics, and other performance data.
• Understand and can get hands-on to investigate multi-channel customer engagement for trends and interesting moments which inform and refine new and existing plans, programs and execution.

Collaboration

• Work closely with Product Marketing, Solutions Marketing, Business Development and Alliance Partners, Field Solutions Architects and other experts within F5 in understanding the technical capabilities of the F5 portfolio of core and cloud solutions.
• Work closely across corporate and field marketing to create a connected GTM strategy, taking feedback into consideration for the best customer experience and business outcome.
• Package the go-to-market strategy into a consumable, actionable format for reference of anyone in F5.

Required Qualifications

• Bachelor’s degree in Marketing, Communications, Business or related
• 5+ years of relevant marketing experience

Preferred Qualifications

• 2+ years of Technology marketing (B2B preferred)

Physical Demands and Work Environment

• Duties are performed in a normal office environment while sitting at a desk or computer table.
• Duties require the ability to utilize a computer, communicate over the telephone, and read printed material.
• Duties may require being on call periodically or working outside normal working hours (evenings and weekends).
• Job may be performed on-site at a customer facility or data center, or in an office environment sitting at a desk or computer table.

The Job Description is intended to be a general representation of the responsibilities and requirements of the job. However, the description may not be all-inclusive, and responsibilities and requirements are subject to change.

The annual base pay for this position is: $108,810.00 - $163,216.00

F5 maintains broad salary ranges for its roles in order to account for variations in knowledge, skills, experience, geographic locations, and market conditions, as well as to reflect F5’s differing products, industries, and lines of business. The pay range referenced is as of the time of the job posting and is subject to change.

You may also be offered incentive compensation, bonus, restricted stock units, and benefits. More details about F5’s benefits can be found at the following link: F5 Benefits. F5 reserves the right to change or terminate any benefit plan without notice.

Please note that F5 only contacts candidates through F5 email address (ending with @f5.com) or auto email notification from Workday (ending with f5.com or @myworkday.com).

Equal Employment Opportunity

It is the policy of F5 to provide equal employment opportunities to all employees and employment applicants without regard to unlawful considerations of race, religion, color, national origin, sex, sexual orientation, gender identity or expression, age, sensory, physical, or mental disability, marital status, veteran or military status, genetic information, or any other classification protected by applicable local, state, or federal laws. This policy applies to all aspects of employment, including, but not limited to, hiring, job assignment, compensation, promotion, benefits, training, discipline, and termination. F5 offers a variety of reasonable accommodations for candidates. Requesting an accommodation is completely voluntary. F5 will assess the need for accommodations in the application process separately from those that may be needed to perform the job. Request by contacting accommodations@f5.com.