Senior Account Executive

Location: Austin, US – Hybrid (3 days in office)

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, fully 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. Tricentis has more than 3,000 customers, including the largest brands in the world, such as McKesson, Allianz, Telstra, Dolby, and Vodafone. To learn more, visit https://www.tricentis.com.

As a Senior Account Executive, you will connect customer needs with the value proposition that Tricentis Testim brings to their business. You will:

• Articulate the value of our platform to VP and senior executives in our strategic accounts.

• Strategically and rapidly develop pipeline via multiple channels: direct, partner community and leverage omni-channel marketing demand generation. Also, balance efforts for new logo generation as well as cross selling into customer base.

• Navigate complex customer environments and develop value-based ROI proposals

• Develop and execute a comprehensive territory plan

• Forecast sales activity and revenue achievement in Salesforce

• Sell a leading-edge Continuous Testing Software that supports the DevOps revolution in IT

• Engage, educate, and transform the way our customers deliver better quality software to market faster than ever before.

• Be part of a close-knit team, including experienced Solution Architects, working together to improve customer outcomes.

• Capable of working in a fast-growing, innovative, and highly motivated company where each individual's contribution to the company's business counts.

• Engage in consultative selling: Be able to quickly grasp 3 key data points: What’s the pain, who cares and is the customer willing to pay to fix it (clear TCO/ROI). Ask insightful questions, active listening, and proposing solutions that align with the customer's goals.

Qualifications:

• 10+ years of experience in selling complex systems/solutions/tools…experience in testing software space and test management preferred.

• Ideally, you know business IT systems such as operating systems, databases, Web technologies, and the software development life cycle.

• Good understanding of Enterprise applications like SAP, Salesforce, and ServiceNow and the importance of a comprehensive testing strategy for upgrades/migrations.

• You are willing to acquire all skills and knowledge to become a competent contact person for your clients.

• You know how to deal with different buying influencers in complex sales cycles and engage them professionally and leverage the partner/channel community.

• You are determined to succeed and can overachieve your goals with diligence and persistence.

• English language skills

• Experienced with pipeline building (both new logos and customer expansion), and familiarity with MEDDPICC fundamentals.

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!

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.