Antoine Ferté

Antoine Ferté

Regional Vice President, Sales Engineering at Dynatrace

10+ years building, managing and transforming high-performing pre-sales teams, turning tactical deal execution into enterprise-wide sales strategy.

Warm, caring & committed leadership Shapes sales strategy with the RD Hands-on in complex deals C-level & press spokesperson
Management KPIs
27Peak SEs managed
41Peak AE partners
1.8%SE attrition, 12y
+25Candidates hired
Countries Covered
France Business KPIs
#1#1 region, 3 of last 5 yrs
+35%YoY revenue growth
+400Clients
+34CAC40 clients

Antoine Ferté

Regional Vice President, Sales Engineering at Dynatrace
antoine.ferte@gmail.com +33 6 82 66 60 47 linkedin.com/in/antoineferte Vanves, France · French nationality
Management
27
Peak SEs managed
41
Peak AE partners
1.8%
SE attrition, 12y
Results
#1
France, top Dynatrace region, 3 of last 5 yrs
+35%
Avg. revenue growth, 12y
+400
Clients
+34
CAC40 clients among them
Profile

Warm, caring and committed, I strive to create a positive and dynamic work environment, building strong relationships with customers, my team and AEs in order to achieve our goals.

I am a Sales Engineering Leader with over 20 years of experience in enterprise software. I have built, developed and led high-performing pre-sales teams across South EMEA and the Middle East, with very low attrition: only 3 resignations out of 55 SEs managed, including 2 who chose to return — demonstrating a strong ability to hire the right talent, foster continuous growth, and sustain long-term motivation.

I played a key role in helping Dynatrace evolve from tactical deal execution to enterprise-wide sales strategies, positioning a highly sophisticated technology as a mission-critical platform for large organizations.

Beyond team leadership, I stay hands-on in deals to ensure we are following the right sales strategy, and define and refine it regularly alongside sales management.

I remain actively engaged in complex sales cycles and critical post-sales situations. As the regional Technology Leader, I hold responsibility for the company's technical credibility, market perception and customer trust.

Official company spokesperson, representing the company at major industry events (Republik IT, CRIP, Big Data & AI, CIO Venture, Club CTO) and in tier-one media, including Forbes or JDN.

Experience
Regional Vice President, Sales Engineering
Dynatrace · France & MEA
Since 04/2025
23 SE3 SE Managers41 AE7 AE Leaders
France +20%
  • Drove a significant organizational transformation, redesigning the Sales Engineering team from a "pool" approach to dedicated strategic SEs.
  • Worked closely with PMs and the Sales leader to bring a sovereign cloud answer to customers.
MEA +60%
  • Structured and industrialized Pre-Sales team engagement and activities.
  • Defined and implemented KPIs to measure Pre-Sales performance.
  • Strengthened and streamlined collaboration between Sales and Pre-Sales.
Senior Sales Engineer Director
Dynatrace · France, Italy & North Africa
04/2022 – 04/2025
21 SE3 SE Managers33 AE6 AE Leaders+31% / yr
  • Led regional marketing campaigns and events, adapting go-to-market strategies to local markets.
  • Drove adoption of Business Observability and Log Management, coaching SE and AE teams to transform their sales approach.
  • Accelerated growth in Italy, leading its transition into an autonomous region.
  • Achieved top regional performance: France ranked #1 worldwide, Italy #2 in EMEA.
  • Championed Dynatrace's new Application Security offering, leading 3 of the first 5 deals worldwide before enabling the wider team.
Sales Engineer Director
Dynatrace · EMEA South
04/2016 – 04/2022
27 SE4 SE Managers40 AE3 AE Leaders+42% / yr
  • Led a major transformation from APM to AI-driven Observability and AIOps, coaching senior SE and AE teams through the shift.
  • Became the French market's spoken person, leading strategic discussions with customers' AI specialists on Dynatrace's AI model and its differentiators.
  • Achieved top performance in revenue per Sales Engineer (+€1.2M/year), elevating engagements from tactical to strategic and expanding deal sizes from six- to eight-figure ACV.
  • Fostered a strong competitive mindset, consistently outperforming AppDynamics, Cisco and Datadog across South EMEA.
Sales Engineer Manager
Dynatrace · EMEA South
10/2014 – 04/2016
8 SE12 AE3 AE Leaders+23% / yr
  • Led the organizational restructuring following the acquisition by private equity firm Thomas Bravo, preserving the high-performance mindset built over previous years.
  • Orchestrated a major platform transformation, coaching teams through the shift from an agentless model to a full-agent approach.
  • Redesigned Sales Engineering processes for the new solution, scaling from two weeks of full-time SE engagement per POC to up to five parallel POCs per SE, and up to 50 opportunities per SE per year.
  • Built a strong cross-country team spirit to maximize best-practice sharing.
Sales Engineer to Manager
Compuware · France
09/2007 – 10/2014
  • Delivered pre-sales consulting across QA, NPM and APM solutions, supporting the full sales cycle from qualification to technical close.
  • Developed deep technical expertise in application performance monitoring, load testing, network analysis and quality engineering tools.
  • Built trust and cohesion within a team of senior specialists, including two of his own former team leaders.
Performance Consultant
Compuware & FI SYSTEM · France
09/2001 – 09/2007
  • Compuware: tool-enabled consulting on network and application-stack performance analysis.
  • FI SYSTEM: architecture consulting engagements for enterprise clients, covering network and system infrastructure design.
Expertise
Leadership
Player Coach Leading by example Team cohesion & management Trust & commitment
Go-to-Market
C-Level & press communication GTM adaptation per country Complex sales cycles Customer value articulation
Technology
SaaS / Cloud / Sovereign Cloud AI — Causal, ML, LLM, MCP Application Security Business Observability Log Management APM IS Architecture
Languages
French — Native English — Business fluent
Background
Education
  • Engineering Degree, 2002
  • Télécom SudParis
Beyond work
  • Skiing, climbing & hiking
  • Diving & kitesurfing
  • Movies