Senior Alliances Manager



Posted on Tuesday, June 18, 2024

Tricentis is experiencing tremendous growth, and we are expanding our Alliances team in Asia Pacific to further accelerate our ever-growing partnership ecosystem. The Senior Alliance Manager is an important role, and the ideal candidate will have a track record of delivering new business growth sourced through channels partners while continuously scaling the caliber and excellence of the Tricentis partnership ecosystem. This person will be a dynamic 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.

What you'll do:

  • Responsible for identifying and developing partnerships with System Integrators and Resellers across the ASEAN region.
  • Evangelize Tricentis solutions within the Enterprise Applications ecosystem, Testing practices to generate net new revenues within their existing and targeted client base.
  • Drive territory strategy through Joint Business Plans, Partner marketing, Enablement plans, Cadence, Quarterly review meetings with focus partners.
  • Identification of new opportunities – sync with end user sales rep & partners to qualify, develop and close opportunities within the assigned territory.
  • 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 field team to drive increased software bookings through strategic partners
  • Maintain an accurate pipeline of all opportunities within CRM
  • Achieve and Exceed quota

Who you are:

  • Minimum 8+ years of relevant strategic Partner/Channels/Sales/Business Development experience.
  • Experience working with System Integrators and resellers across APAC, especially in ASEAN countries.
  • Proven success in Recruiting, 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

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 conform salary + success-oriented commission
  • Health and wellness benefits
  • Hybrid work model
  • Personal and professional development
  • Permanent, full-time employment
  • And more!

Tricentis is proud to be an equal opportunity workplace. Qualified applicants will receive consideration for employment without regard to race, colour, ethnicity, gender, religious affiliation, age, sexual orientation, socioeconomic status, or physical and mental disability and other statuses protected by law.