Senior Director of Sales, Tricentis
SAP
Software testing platform
Open for applications
Software testing platform
1001+ employees
Open for applications
1001+ employees
Company mission
To develop a comprehensive set of software testing tools to deliver end-to-end testing for DevOps and agile environments.
Role
Who you are
- We are seeking a highly motivated and results-driven Senior Director of Sales to drive sales and lead a team of experienced sellers in SAP domain
- 10+ years sales leadership experience
- Managed team quotas >$25M ARR
- Managed 50%+ YOY quota and team growth
- Transformational sales experience (C level and C-1) in F100
- Experience with >$2M ARR deal sizes, 9+ month sales cycles
- Experience selling into SAP customer base
- 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
- Field General with strong leadership qualities and executive presence
- 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
What the job involves
- As a Senior Director of Sales, you will be at the forefront of driving the adoption of our cutting-edge QA Software, revolutionizing how SAP customers realize value in large scale programs
- Your role will be pivotal in working with SAP sales leadership and in engaging, educating, and transforming how our customers deliver superior software quality to market faster than ever before
- This is a people leading position that will manage a team of reps that will cover sales with SAP as part of Tricentis’ relationship with SAP
- You will work with SAP regional sales team and leadership teams to drive pipeline and deal closure
- You will accurately forecast quarterly, and annual revenue numbers for Solution Extension program, 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 team
- 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
Our take
In a traditional software development cycle, developers would take months to create and deliver a product. Testing involved writing scripts to test all the different parts of the program, and when the software changed, it usually broke the scripts and triggered a lot of time-consuming manual fixing.
Tricentis has modernized this process, bringing software testing into line with today’s agile development environment where programs are being updated more quickly and require faster testing. Tricentis' automated 'Continuous Testing' platform offers enterprises a streamlined way to ensure their software continues to perform as required in a fast-moving market.
Tricentis' solution is up to 10 times faster than manual testing and with a far lower error rate, leading to cost savings of up to 40%. This has built it a solid customer base of over 2,000 companies including major banks, insurance companies and telcos. Software testing and QA is estimated to be a $34 billion market, so Tricentis has the potential to establish itself as a major asset to any company engaged in software development going forward.
Kirsty
Company Specialist
Insights
0% employee growth in 12 months
Company
Funding (1 round)
Jan 2017
$165.4m
SERIES B
Total funding: $165.4m
Company 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
Company HQ
East Oak Hill, Austin, TX
Articles
Leadership
Wolfgang Platz
(Chief Strategy Officer)A graduate of the Technical University of Vienna with over 10 years ofexperience across two CEO roles, founded Tricentis in 2001.
People progressing
Joined as a Trainee Solution Engineer in April 2017, promoted to Associate Solution Engineer after 2 months then promoted again to Technical Solution Architect after 1 year, 8 months.
Salary benchmarks
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