What do the career path and the day-in-the-life look like for the Regional Sales Manager at Dynatrace?
We connected with Jason Field to find out!
Interested in learning more about Dynatrace? Make sure to check out their company page!
Where did you grow up?
I grew up in Beverly, MA, a small coastal town on the North Shore of Boston. I moved away for college but ended up moving back to Beverly to lay down some roots with my wife Katy. We have 2 kids, ages 10 and 12, and an 8 yr old German Shepherd.
Where did you go to college? What did you study and what were some of your initial jobs out of school?
I went to Suffolk University and studied Criminology and Law with the intent to go into law enforcement. I was on the list to become a police officer when I got my first job in sales as a Loan Officer in the early 2000’s. I quickly realized that sales was for me when I saw the same level of friendly competition I was used to in sports with-out the chance of getting shot in the line of duty. The money wasn't bad either!
After the economic collapse in 2008 I made the move to telecom before ending up in high tech software sales. I read an article in the Wall Street Journal in 2014 about a company called Ruxit that was using Artificial Intelligence to change the way enterprises view and monitor their cloud based environments. I knew I wanted to be a part of something “game changing” and this seemed like the perfect fit. I started researching the company and realized Ruxit was actually Dynatrace so I applied and the rest is history.
What has attributed to your success thus far and has helped propel you to the position you have now?
I have held several individual contributor roles and sales leadership roles across the finance and telecom industries but always wanted to be in the High-Tech software space. I originally applied for a sales role with Dynatrace but at the time, there were no open quota carrying sales positions due to a re-org. Even though it could have been perceived as a major step back in my career, I decided to take a role as an ESA(basically a BDR) to learn the company and the industry just to get my foot in the door with this amazing company. In a little over 6 months I was promoted to a team lead and 6 months after that was promoted back to an individual quota caring role(AE). I was able to excel in my Account Executive role and was promoted to a sales leadership role in a little under a year in the seat. So a perceived 1 step back, got me 3 steps forward.
I have always loved helping people and learning about new technologies. My current job allows me to help my team achieve their goals personally and financially, while helping organizations achieve their digital transformation goals as well. Software runs the world and if it does not work perfectly, we as a society, get frustrated and can provide negative feedback via social media. Preventing that negative feedback is what drives organizations to deliver better software faster. I am fortunate that I have found a role that allows me to interact with cutting edge technology while helping people get better at what they do.
Can you share the high-level responsibilities of your current position as a Regional Sales Manager at Dynatrace?
My responsibilities include hiring, training, and motivating my new Account Executives while also finding time to coach my more senior AE’s. I help them strategize on their territory/prospecting plans and consult on each opportunity to deliver on my forecast to the business. There is never enough time in the day so time management, preparation, and a positive attitude are the most important factors to being successful in this role.
Any tips for someone considering a career in Sales?
Be willing to put in the effort! If this career was easy, everyone would be doing it. Work hard, play hard!
Always have a positive attitude! Focus on the things you can control and don't let the things outside of your control ruin your day.
Have Fun! If you do not enjoy what you do, it makes getting up everyday a lot more difficult.
Don't be afraid to be yourself! There are a lot of colorful personalities in sales. Being yourself could be the difference between mediocrity and greatness.
Day in the Life
Coffee, tea, or nothing?
Dunks Coffee- NO Starbucks
What time do you get into the office?
When we were going into the office before Covid, I would get there between 8-9 but I usually took my first call or 2 from the car on the ride in. I have tried to keep my schedule relatively the same post Covid minus the calls from the car.
What are three things that motivate you in your role?
Helping my team achieve their goals
- Friendly competition
Every day is different, but can you outline what a typical day looks like for you?
Due to Covid, I spend 8-9 hours a day on Zoom. My day starts with answering emails and driving our in-flight deals across the finish line. I have a few 1 on 1’s each day and spend a lot of time on customer calls helping our AE’s with each opportunity. I usually have a check in call with my VP to make sure our forecasts are on track before I start planning for the next day/week. Most of my team will tell you preparation is very important to me. If you show up to a customer/prospect meeting unprepared, expect to lose. Just like in sports, the most prepared team will always win!
What time do you head out of the office?
Pre-Covid I would try to shut down around 630PM but now it's not uncommon to find me at my computer until 7PM or 8PM depending on what still needs to get done.
Do you log back in at night or do you shut it down completely?
I always log back on (or should I say I never really log off?) In sales you are on 24x7 so although my family doesn’t love it, I have been seen taking calls at the Topsfield Fair, or closing business during ski vacations in the White Mountains.
Any productivity hacks?
Block time for your most important tasks and don't let anything take you away from that time.
I use an old fashioned to do list at work to make sure everything gets done.
What are the 3 apps that you can’t live without?
Facebook (guilty pleasure)
What professional accomplishment are you proudest of?
Being part of an award winning company and contributing to a successful IPO!
Who do you call upon for professional advice?
My boss/VP: He has been in the high tech space for 15+ years and has seen the good, the bad, and the ugly. Although we both usually come to the same conclusion, our brains work very differently in how we get there. Seeing things from two different points of view help us collaborate more effectively.