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Senior Alliances Manager

1 month ago

Lexington, Kentucky, United States Tricentis Americas, Inc. Full time

Tricentis is experiencing tremendous growth, and we are expanding our Alliances team in North America to further accelerate our ever-growing partnership ecosystem. As a Senior Alliance Manager, you will play a pivotal role in advancing the adoption and sales of Tricentis Enterprise software within your designated region. You will collaborate closely with key alliances, fostering strategic partnerships, and driving revenue growth. Your responsibilities will encompass creating joint strategic plans, evangelizing our flagship product, and identifying new business opportunities while expanding our partner network. We are looking to hire this person out of our Boston office (Burlington).

Key Responsibilities:

  • Responsible for identifying and developing partnerships with key System Integrators across Quality Engineering practices, Enterprise Application practices, and Vertical Practices across the US market.
  • Develop comprehensive joint strategic plans in collaboration with alliance partners, outlining specific business goals, priorities, and investment requirements.
  • Manage the New England territory as the key counterpart for all partner business with the Account Executives and Field sales manager
  • Serve as the primary advocate for Tricentis within the alliance, engaging executives, product management, engineering, and sales teams to generate net new revenue opportunities within their existing and targeted client base.
  • Evangelize Tricentis solutions within the Enterprise Applications ecosystem and 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 the US
  • 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
  • Plan and execute regional workshops focused on both business and technical value propositions, empowering our alliance partners to enhance their services and profitability when promoting Tricentis solutions.
  • Accountability for sourcing partner leads and working with the US field team to drive increased software bookings through strategic partners
  • Maintain an accurate pipeline of all opportunities within CRM
  • Consistently surpass performance quotas and targets, demonstrating a strong commitment to achieving and exceeding regional goals.
  • Requires 3-days per week in the office in Burlington, MA

Qualifications

  • 8+ years of relevant strategic partner or channels experience
  • Past experience achieving and exceeding quota targets
  • Experience working with System Integrators, especially Cognizant
  • Proven success in developing and managing strategic partnerships
  • Background in software, SaaS, ERPs, DevOps, and Application Implementations/Migration Services
  • Experience in testing and test automation is a plus
  • Ability to create and cultivate relationships with strategic decision makers
  • Strong executive presence including communication and presentation skills and a high degree of comfort with large and small audiences
  • 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
  • Bachelor's degree required

Tricentis Core Values:

Knowing what we need to achieve and how to achieve it is important. Tricentis core values define our ways of working and the behaviors we model that create an enjoyable and successful Tricentis life.

  • 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.

Why You'll Love Working at Tricentis:

  • Supportive and engaged leadership team
  • Career path and professional and personal development
  • 401(k) plan, full benefits package available
  • Company paid Disability and Life Insurance
  • Hybrid work environment
  • Our commitment to diversity and inclusion runs deep. We actively seek out those with different perspectives and consciously take steps to ensure everyone has a voice

Tricentis is proud to be an equal opportunity workplace. Qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, sexual orientation, gender identity, disability or protected veteran.