Strategic Account Executive - (SAP Focus)

Due to our market expansion with SAP, we are recruiting for a new member on our team to sell to Strategic and Large Enterprise customers in the Americas in the SAP landscape.

To enhance this team, we are looking for a Strategic Sales AE, who has experience working with SAP.

 Tricentis is the fastest growing partner on SAP’s SolEx program, helping their customers with their digital transformation into Cloud.

Successful candidates will have demonstrable experience working with SAP sales opportunities, as well as the ability to collaborate with multiple teams to achieve success.

Main duties: 


* Manage and grow Tricentis’ relationship with SAP through targeted growth activities in the Americas.


* Work in conjunction with Sales, Sales Engineering, Sales Enablement, Marketing and Product leadership to develop and execute overarching team selling strategies.


* Create and identify opportunities for Tricentis products in SAP ecosystem by working in collaboration with Tricentis Account Executives (AE) 


* Develop and execute large deals in partnership with SAP Account Executives and Tricentis Sales organization. 


* Develop an operating calendar, detailed territory plans and engagement models with Go-To-Market teams (Sales, Presales, Marketing etc.) to deliver on GTM goals.


* Demonstrate a broad comprehension of customer needs, market trends, industry challenges, major players, relevant products and technologies.


* Conduct in-depth sales discovery meetings, assist with messaging for demos, work with sales leadership to drive technical and commercial wins.


* Enhance Tricentis value messaging for prospects and customers and build business case.


* Update sales business plans to optimize sales results for the regions.


* Support cross-functional teams with coordination of business development, marketing, RFPs, demos, legal contracts, and implementation of software and ensure client satisfaction.

Experience required: 


* 10+ years of sales experience and deep knowledge of working with SAP on sales opportunities, preferably related to S4 Hana Migration, Cloud Migration, Data Migration and Testing solutions


* Expert in customer-facing roles in the tech industry, with proven direct sales experience


* Excellent relationship building skills


* Strong knowledge of Software Testing products and positioning


* History of taking initiative and proactively seeking creative solutions


* Flexible to attend specialized training across European time zones

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:...