Senior Strategic Sales Manager

Senior Strategic Sales Manager –  Emerging Markets 

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.   

Job Description 

Due to our market expansion, we are recruiting for a new role in Spain selling to customers in the emerging markets including Spain, Italy, Portugal, Turkey, South Africa. To enhance this team, we are looking for a Senior Strategic Sales Manager with experience working with SAP.  Tricentis is one of the fastest growing partner on SAP’s Solex programme, helping their customers with their digital transformation into Cloud. 

Successful candidates will have demonstrable experience working with SAP sales opportunities, as well as the ability to collaborate with multiple teams to achieve success. 

Main duties:  

• Manage and grow Tricentis’ relationship with SAP through targeted growth activities in the emerging markets market. 

• Work in conjunction with Sales, Sales Engineering, Sales Enablement, Marketing and Product leadership to develop and execute overarching team selling strategies. 

• Create and identify opportunities for Tricentis products in SAP ecosystem by working in collaboration with Tricentis Account Executives (AE)  

• Develop and execute large deals in partnership with SAP Account Executives and Tricentis Sales organization.  

• Develop an operating calendar, detailed territory plans and engagement models with Go-To-Market teams (Sales, Presales, Marketing etc.) to deliver on GTM goals. 

• Demonstrate a broad comprehension of customer needs, market trends, industry challenges, major players, relevant products and technologies. 

• Conduct in-depth sales discovery meetings, assist with messaging for demos, work with sales leadership to drive technical and commercial wins. 

• Enhance Tricentis value messaging for prospects and customers and build business case. 

• Update sales business plans to optimize sales results for the regions. 

• Support cross-functional teams with coordination of business development, marketing, RFPs, demos, legal contracts and implementation of software and ensure client satisfaction. 

Experience required:  

• Around 10 years of Sales experience  

• History and deep knowledge of working with SAP on sales opportunities, preferably related to S4 Hana Migration, Cloud Migration, Data Migration and Testing solutions 

• Expert in customer-facing roles in the tech industry, with proven direct sales experience 

• Excellent relationship building skills 

• Strong knowledge of Software Testing products and positioning 

• History of taking initiative and proactively seeking creative solutions 

• Flexible to attend specialized training across European time zones 

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.