Key Account Executive

at

TRICENTIS

Los Angeles, CA
Full Time
10mo ago

Company Description

With the industry’s #1 Continuous Testing platform, Tricentis is recognized for reinventing software testing for DevOps. Through agile test management and advanced test automation optimized to support 150+ technologies, we provide automated insight into the business risks of your software releases—transforming testing from a roadblock to a catalyst for innovation. The result is accelerated software delivery speed, improved cost efficiency, and reduced business risk.

Tricentis is the only vendor to achieve “leader” status in all three top analyst reports (i.e., the “Triple Crown.”) This honor is based on our technical leadership, innovation, and a Global 2000 customer base of 1500+ companies, including global enterprises such as Allianz, Cisco, Dolby, First Data, HSBC, Office Depot, Samsung, Starbucks, Vodafone, Whole Foods, and WorldPay. Customers rely on Tricentis to achieve and sustain test automation rates of over 90 percent—increasing risk coverage while accelerating testing to keep pace with Agile and DevOps.

Tricentis has a global presence in Austria, Australia, Belgium, Denmark, Germany, India, Netherlands, Singapore, Switzerland, Poland, the UK and United States.

Job Description

As a Key Account Executive, you will be responsible for delivering the Tricentis message through both remote and in-person demonstrations as well as:

  • Articulating the value of our platform to C-Level executives in enterprise and key accounts
  • Identify strategic opportunities through gathering and analyzing customer and market data
  • Analyze data from our current customer base and identify opportunities for expansion
  • Perform economic analysis of our target markets using the MEDDPIC approach (Metrics, Economic Buyer, Decision Criteria, Decision Process, Identify Pain and Champion) in order to lead a complex and often times, lengthy sales process
  • Navigating complex organizations and developing value-based ROI proposals
  • Develop and execute a comprehensive territory plan
  • Ensure 100% satisfaction with all customers
  • Forecasting sales activity and revenue achievement in salesforce.com

Qualifications

Must have Core characteristics: 

  • Quick learner and a problem solver who pays attention to details
  • Team player with demonstrated leadership skills
  • Positive and persistent
  • Competitive and curious
  • Organised and disciplined

Professional experience/requirements:

  • 5+ years’ experience in selling software solutions with a strong history of success. Ideally with background in one or more of the following industries: Finance, Insurance, Communication and/or Government.
  • The ability to recognize compelling reasons for clients and to act upon client requirements.
  • Experience in leading sales teams in complex and competitive sales situations successfully, including proof of concepts.
  • Basic process knowledge in Software Application Lifecycle Management (i.e. requirements management, analysis & design, coding, testing, change & configuration management, release management)
  • Excellent communication skills – both written and verbal
  • Excellent presentation skills
  • You must be prepared to travel

Desirable:

  • Experience in solution selling, preferably in traditional test management and test automation solutions (HP QC&QTP and/or IBM QM&FT and/or Test Complete and/or Selenium, etc.)
  • Experience in the planning and development of a Business Case (ROI).
  •  SAP market Know-how

This is a rare and highly sought-after opportunity to be part of a highly talented team within TRICENTIS. If you are interested in the opportunity to become a member of TRICENTIS where your ideas count, apply now for immediate consideration. (You will need a work permit for Singapore).

Additional Information

  • Market conform salary + success-oriented bonus
  • Variety of career opportunities and a wide range of tasks
  • Favorable working atmosphere in a rapidly expanding company
  • Personal and professional development
  • Flat hierarchy
  • Cool company events
  • Permanent, full-time employment

 

This is a rare and highly sought-after opportunity to be part of a highly talented team within TRICENTIS. If you are interested in the opportunity to become a member of TRICENTIS where your ideas count, apply now for immediate consideration.

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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Onkar By: Onkar