Senior Alliances Manager

About the role

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. As a Senior Alliances Manager , you will play a pivotal role in advancing the adoption of Tricentis Enterprise solutions within your assigned System Integrators. You will collaborate closely with those key alliances, fostering strategic partnerships, and driving revenue growth. Your responsibilities will encompass creating joint strategic plans, evangelizing the Tricentis platform, and identifying new business opportunities while expanding our partner network.

Responsibilities

• Responsible for fostering and developing partnerships with key System Integrators across their Quality Engineering practices, Enterprise Application practices, and Industry specific practices.
• Collaborate and align with Tricentis GSI Alliance Directors and globally distributed Tricentis Partner Managers to drive success with the defined Tricentis partners.
• Develop comprehensive joint strategic plans in collaboration with alliance managers and directors, outlining specific business goals, priorities, and investment requirements.
• Define and drive presales and delivery enablement plans for all core Tricentis products within the Global System Integrators.
• Serve as the primary advocate for Tricentis within the GSI's in India, engaging the partner executives, and collaborate with the partner's sales teams and Tricentis Partner Managers across the globe to drive revenue opportunities for Tricentis.
• Developing, implementing, and running successful outreach and partner driven sales programs.
• 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 global Tricentis field team to drive increased software bookings through strategic partners.
• Maintain an accurate pipeline of all opportunities within CRM in collaboration with global partner managers.
• Consistently surpass performance quotas and targets, demonstrating a strong commitment to achieving and exceeding regional goals.

Requirements

• 8+ years of relevant strategic partner or channels experience
• Previous experience achieving and exceeding quota targets
• Experience working at a Global System Integrator
• Experience working as an Alliance Manager supporting a Global System Integrator
• Proven success in developing and managing strategic partnerships
• Background in software, SaaS, ERPs, DevOps, and Application Implementations/Migration Services
• Experience in quality assurance 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
• Why Tricentis?
• Tricentis Core Values
• 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.

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