You will accurately forecast quarterly, and annual revenue numbers for assigned region, dedication to the number and to deadlines.
You will direct sales activities within assigned area, set expectations, provide mentorship, prioritize efforts, hold the team accountable for building pipeline and executing each phase of the sales cycle.
You will coach sales team to uncover new opportunities, develop net new logos, build champions, present specific use cases, demonstrate the differentiated value of Tricentis products and services, and negotiate favorable pricing and terms by selling value and return on investment.
You will recruit, hire, onboard, and retain an all-star sales talent
You will train new hires on sales process, ensure standards of success are clearly articulated.
You will consistently deliver license and service revenue targets – ensuring company revenue goals, and that objectives are achieved quarter over quarter and year over year.
You will work as a team for the most efficient use and deployment of resources; collaborate with sales engineering, channels/alliances, professional services, product, legal, marketing, and engineering teams to create a flawless customer experience.
You will use CRM systems (Salesforce) extensively.
Qualifications
5+ years sales leadership experience
Managed team quotas >$10M ARR
Managed 50%+ YOY quota and team growth
Transformational sales experience (C level and C-1) in F100
Experience with >$2M ARR deal sizes, 12+ month sales cycles
Experience selling into IT / Business Apps / Infrastructure / DevOps / App Dev groups
Experience with target account selling, solution selling, and/or consultative sales techniques; knowledge of MEDDIC/MEDDPICC and Challenger methodologies is a plus.
Highly professional persona and polished demeanor. Strong verbal/written communication and presentation skills; effective at delivering executive level presentations
Technical acumen with relevant technology experience:
DevOps, Automation, SDLC
Experienced frontline manager leading a team focused on Key Accounts
Experience recruiting to support regional growth
Forecasting to executive leadership, and managing quarterly and annual book of business across a sales team
Strong business acumen
Can support complex commercial negotiations in F100 accounts
Strong technical acumen
understands DevOps technology landscape and can speak to it intelligently
Strong verbal and written communication
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.
Why You’ll Love Working at Tricentis:
Market conform salary + success-oriented bonus
Supportive and engaged leadership team
401(k) plan, full benefits package available
Company paid Disability and Life Insurance
Hybrid work environment
We’re a global company! Potential to visit one of our many offices around the world including in Austria, Australia, Belgium, Denmark, Germany, India, Netherlands, Singapore, Switzerland, Poland, United States, and the UK
Tricentis is proud to be an equal opportunity workplace. Qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, sexual orientation, gender identity, disability or protected veteran.
