Senior Director, Sales - SAP - Tricentis Americas, Inc.

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.  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.  Tricentis is one of the most successful Solution Extension partners of SAP.

Key Responsibilities:

• 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.

Qualifications:

• 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

Profile:

• 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

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:

• Supportive and engaged leadership team
• Career path and professional and personal development
• 401(k) plan, full benefits package available
• Company paid Disability and Life Insurance
• Hybrid work environment
• Our commitment to diversity and inclusion runs deep. We actively seek out those with different perspectives and consciously take steps to ensure everyone has a voice

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.