Account Executive, qTest

As a qTest Account Executive in the Pacific/West territory, you will connect customer needs with the value proposition Tricentis qTest 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.com


* 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:


* Minimum of 3 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.

You are the perfect fit if you meet the following requirements:


* You are a consistently high performer—top 10% in your current role.

Crush your quota every year.


* You love being in front of prospective customers and C-level executives.


* You prefer solution selling to transactional "order taking.”


* You have the desire to win that drives your every move.

Tricentis Core Values: Knowing what we need to achieve and how...