Tricentis
Director of Sales, AMS West
Tricentis, Austin, Texas, us, 78716
Key Responsibilities
You will accurately forecast quarterly and annual revenue numbers for the assigned region, dedication to the number and to deadlines.You will direct sales activities within the assigned area, set expectations, provide mentorship, prioritize efforts, and hold the team accountable for building pipeline and executing each phase of the sales cycle.You will coach the 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 the sales process, ensuring 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 experienceManaged team quotas >$10M ARRManaged 50%+ YOY quota and team growthTransformational sales experience (C level and C-1) in F100Experience with >$2M ARR deal sizes, 12+ month sales cyclesExperience selling into IT / Business Apps / Infrastructure / DevOps / App Dev groupsExperience 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 presenceTechnical acumen with relevant technology experience: DevOps, Automation, SDLCExperienced frontline manager leading a team focused on Key AccountsExperience recruiting to support regional growthForecasting to executive leadership, and managing quarterly and annual book of business across a sales teamStrong business acumenCan 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 teamCareer path and professional and personal development401(k) plan, full benefits package availableCompany paid Disability and Life InsuranceHybrid work environmentOur 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.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.
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You will accurately forecast quarterly and annual revenue numbers for the assigned region, dedication to the number and to deadlines.You will direct sales activities within the assigned area, set expectations, provide mentorship, prioritize efforts, and hold the team accountable for building pipeline and executing each phase of the sales cycle.You will coach the 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 the sales process, ensuring 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 experienceManaged team quotas >$10M ARRManaged 50%+ YOY quota and team growthTransformational sales experience (C level and C-1) in F100Experience with >$2M ARR deal sizes, 12+ month sales cyclesExperience selling into IT / Business Apps / Infrastructure / DevOps / App Dev groupsExperience 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 presenceTechnical acumen with relevant technology experience: DevOps, Automation, SDLCExperienced frontline manager leading a team focused on Key AccountsExperience recruiting to support regional growthForecasting to executive leadership, and managing quarterly and annual book of business across a sales teamStrong business acumenCan 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 teamCareer path and professional and personal development401(k) plan, full benefits package availableCompany paid Disability and Life InsuranceHybrid work environmentOur 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.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.
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