Senior Account Executive - FSI, Aerospace & Defense

We are seeking a dynamic and results-driven Senior Account Executive to join our team, focusing on the Aerospace & Defense sector and federal system integrators (Sell To).

This role involves developing and executing sales strategies to drive revenue growth within these key markets.

Tricentis is a global leader in continuous testing and quality engineering.

The Tricentis AI-based, continuous testing portfolio of products provides a new and fundamentally different way to perform software testing.

An approach that’s totally automated, codeless, and intelligently driven by AI.

It addresses both agile development and complex enterprise apps, enabling enterprises to accelerate their digital transformation by dramatically increasing software release speed, reducing costs, and improving software quality.

Widely credited for reinventing software testing for DevOps, cloud, and enterprise applications, Tricentis has been recognized as a leader by all major industry analysts, including Forrester, Gartner, and IDC.

We empower innovators to push the boundaries of software testing, fostering a global community of continuous learners who pioneer AI-powered, highly performant, highly secure end-to-end testing tools that accelerate our customers’ time to market including the largest brands in the world. 

What you’ll be doing 


* Sales Strategy Development: Create and implement comprehensive sales strategies targeting the Aerospace & Defense sector and federal system integrators.


* Client Engagement: Build and maintain strong relationships with key stakeholders, including C-level executives and decision-makers.


* Solution Selling: Articulate the value proposition of Tricentis solutions, tailoring presentations to address specific client needs and challenges.


* Market Analysis: Conduct thorough market research to identify new business opportunities and stay informed about industry trends.


* Collaboration: Work closely with cross-functional teams, including marketing, product development, and customer success, to ensure a seamless client experience.


* Sales Forecasting: Accurately forecast sales activity and revenue achievement using Salesforce.

Qualifications:


* 5+ years of enterprise software sales experience, with a proven track record selling to the Aerospace & Defense sector and federal system integrators.

(Examples: Accenture Federal Services, General Dynamics, Leidos, RTX Corporation, SAIC, etc)


* Experience with deal sizes exceeding $1M+ ARR


* Strong existing relationships with end-users and customers within the Aerospace & Defense and federal system integrator communities.


* Ability to provide a high degree of major account management and controls.


* Strong interpersonal and communication skills, with the ability to excel in a team-oriented atmosphere.


* Experience with target account selling, solution selling, and/or consultative sales techniques; knowledge of MEDDIC/MEDDPICC is a plu...