Senior Alliances Manager (Project Management)
Tricentis is a global leader in continuous testing that revolutionizes software testing in the DevOps era. The Tricentis AI-based, continuous testing portfolio of products provides an approach that is automated, codeless, and intelligently driven by AI. It addresses both agile development and complex enterprise apps, enabling enterprises to accelerate their digital transformation by dramatically increasing software release speed, reducing costs, and improving software quality.
Widely credited for reinventing software testing for DevOps, cloud, and enterprise applications, Tricentis has been recognized as a leader by all major industry analysts, including Forrester, Gartner, and IDC. We empower innovators to push the boundaries of software testing, fostering a global community of continuous learners who pioneer AI-powered, highly performant, highly secure end-to-end testing tools that accelerate our customers' time to market including the largest brands in the world.
What you'll be doing:
Tricentis is experiencing tremendous growth, and we are expanding our Alliances team in to further accelerate our ever-growing partnership ecosystem. The Senior Alliances Manager is an important role, and the ideal candidate will have a track record of delivering new business growth through the largest Global System across critical practices such as Quality Engineering, SAP, Oracle, and Workday.
This person will be a dynamic global leader who has experience in playing a leading role with both strategic partnerships and sales executives. Tricentis is looking for a person who can grow with the company as we continue to expand.
Responsibilities
- Responsible for identifying and developing partnerships with 2 key Global Systems Integrators (GSIs) such as Deloitte, Accenture, Capgemini, and TCS.
- Evangelize Tricentis solutions inside GSIs key practices such as Quality Engineering, SAP, Oracle, and Workday.
- Managing a regional territory relationship with Tricentis sales teams.
- Generate net new revenues within their existing and targeted client base.
- Identification of new opportunities – sync with end user sales rep & partners to qualify, develop and close opportunities across North America
- Developing, implementing, and running successful outreach and partner driven sales programs
- Leading and optimizing sell-to, sell-with and sell-through co-sales strategies
- Create extensive partner networks at both the field and executive levels
- Accountability for sourcing partner leads and working with the North American field team to drive increased software bookings through strategic partners
- Maintain an accurate pipeline of all opportunities within CRM
- Executive relationship with named GSIs, managing QBRs, and monthly executive updates
- Build holistic GTM strategy with named GSI partners inclusive of joint marketing (content, webinars, etc.), embedded reference architecture, product and services alignment, etc.
- Achieve and Exceed quota
Basic Qualifications
- 8+ years of relevant strategic partner or channels experience
- Prior experience managing and scaling partnerships with at least 1 of the following Global Systems Integrators (GSIs) such as Deloitte, Accenture, Capgemini, and TCS.
- Prior experience with key GSI practices across Quality Engineering, SAP, Oracle, and Workday.
- Proven success in developing and managing strategic partnerships on a global scale across matrixed organizations.
- Background in software, SaaS, ERPs, DevOps, and Application Implementations/Migration Services
- Demonstrable executive-level communication and presentation skills
Preferred
- Experience in testing and test automation is a plus
- Self-motivated, resourceful, creative, adaptable, unquestionable ethics and integrity and a readiness to take calculated risk
- Inclusive and collaborative - driving teamwork and cross-team alignment
Why Tricentis?
Tricentis Core Values:
At Tricentis, we strive for success while inspiring those around us by knowing what we need to achieve and how we'll achieve it. Our core values serve as our guiding light to drive our every action and define our ways of working so that we can create and enjoy a successful journey and reach higher heights together.
- Demonstrate Self-Awareness: Own your strengths and limitations.
- Finish What We Start: Do what we say we are going to do.
- Move Fast: Create momentum and efficiency.
- Run Towards Change: Challenge the status quo.
- Serve Our Customers & Communities: Create a positive experience with each interaction.
- Solve Problems Together: We win or lose as one team.
- Think Big & Believe: Set extraordinary goals and believe you can achieve them.
We offer:
- Market competitive salary + success-oriented commission / bonus
- Supportive and engaged leadership team.
- Career path and professional & personal development.
- 401(k) / pension plan, full benefits package available.
- Hybrid work environment.
- Personal and professional development.
- And more!
Tricentis is proud to be an equal opportunity workplace. Qualified applicants will receive consideration for employment without regard to race, color, ethnicity, gender, religious affiliation, age, sexual orientation, socioeconomic status, or physical and mental disability and other statuses protected by law.
