Senior Alliances Director

Who we are

Tricentis is a global leader in continuous testing and quality engineering. The Tricentis AI-based, continuous testing portfolio of products provides a new and fundamentally different way to perform software testing. An approach that’s totally 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:

As a Senior Alliance Director based out of Frankfurt, 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.

In this position you’ll report to the VP, Alliances.

We work on a hybrid model (3 days in-office). 

You will be responsible for:

• Identifying and developing partnerships with key System Integrators across Quality Engineering practices, Enterprise Application practices, and Vertical Practices across the German market.
• Developing comprehensive joint strategic plans in collaboration with alliance partners, outlining specific business goals, priorities, and investment requirements.
• Managing the German territory as the key counterpart for all partner business with the Account Executives and Field Sales Manager.
• Serving 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.
• Evangelizing 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 Germany
• Developing, implementing, and running successful outreach and partner driven sales programs
• Leading and optimizing sell-to, sell-with and sell-through co-sales strategies
• Creating extensive partner networks at both the field and executive levels
• Planning and executing 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 German field team to drive increased software bookings through strategic partners
• Maintaining an accurate pipeline of all opportunities within CRM
• Consistently surpassing performance quotas and targets, demonstrating a strong commitment to achieving and exceeding regional goals.

Qualifications we’re seeking:

• 15+ years of relevant strategic partner or channels experience
• Past experience achieving and exceeding quota targets
• Experience working with System Integrators, especially Accenture
• Proven success in developing and managing strategic partnerships
• Background in software, SaaS, ERPs, DevOps, and Application Implementations/Migration Services
• Experience in testing and/or 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
• German language fluency required
• Bachelor's degree required

Why Tricentis?

Tricentis Core Values: 

Knowing what we need to achieve and how to achieve it is important. Tricentis core values define ou