Senior Alliances Manager



Pune, Maharashtra, India
Posted on Tuesday, June 18, 2024

We’re looking for an Senior Alliances Manager to join our growing team based in India supporting the Global Partner team. You will be responsible for developing relations within our GSI And SI eco-system, improving top-up-funnel, create new avenues of business with potential partners and current customers. You will be contacting Fortune 2000 companies, so your creativity and drive in getting to the right decision-makers will be key to the success of both yourself and the team. You will need to be growth-focused, outgoing, detail-oriented, and excited to be part of a rapidly growing Enterprise Sales organization.

The mission for the Senior Alliances Manager is to grow Tricentis portfolio across the partner landscape through proactive connects. The Alliances Manager will focus on global partner and pipeline development.

What you'll do:

  • Identify opportunities within each partner to grow their adoption of Tricentis solutions to be leveraged in their customer base.
  • Develop joint strategies to increase the number of partner opportunities to include Tricentis solutions.
  • The Senior Alliances Manager’s responsibility is to uncover and qualify sales opportunities which are then passed to the Partner team to close.
  • Prospecting and outreach activities will be reviewed periodically with management.
  • Use an account-based targeting strategy and consultative approach to understand a Prospect’s goals and needs, identify the key “pain points”.
  • Build the initial trust that Tricentis can potentially help solve those pains, and introduce the DSR via a scheduled meeting.
  • Build and execute territory and account-based growth strategy in partnership with the Partner Account Manager, corporate marketing and Customer Success teams.

Who you are:

  • 8+ years successful direct partner and customer management
  • Technically adept; ability to articulate both technical and business value of Tricentis solutions such as LiveCompare, Neoload & Tosca.
  • Experience in the SDLC / ADLM space on technologies like – Workday, Oracle, Salesforce, ServiceNow, Cloud are preferred.
  • Experience working with quantitative techniques to educate potential buyers
  • Excellent communication and presentation skills
  • Executive presence
  • SaaS experience and knowledge
  • Excellent organizational, prioritization, and time management skills
  • Extremely high degree of integrity and professionalism

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.

We offer:

  • Market conform salary + success-oriented bonus
  • Favorable working atmosphere in a rapidly expanding company
  • Personal and professional development
  • Variety of career opportunities and a wide range of tasks
  • Permanent, full-time employment.

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.