Sr. Director Alliances - IBM



Atlanta, GA
Full Time
3y ago

Company Description

Founded in 2007, Tricentis has been making waves worldwide as an innovative and cutting-edge continuous testing company. We help enterprises accelerate their digital transformation with an AI-driven, end-to-end testing and automation platform. To learn more about world’s #1 testing and automation platform visit our website:

As we rapidly expand, we are looking for highly engaged Sr. Director Alliances, IBM Global to help us grow. Our company culture is fun, lively and agile – using the same DevOps principles that are currently helping us re-shape the future of software testing for our customers.

We are located worldwide with our headquarters in Vienna, Austria and offices in Germany, Switzerland, the UK, the Netherlands, Poland, India, the US, and Australia.

If you’re ready to join a fun and dynamic company, be sure to apply!

Job Description

  • Generate Pipeline revenue by driving joint go-to-market (GTM) activity with IBM Leadership, IBM sales executives, and our own internal sales organization.
  • Partner closely with IBM leadership & Tricentis DSR to identify new mutual prospects and engagement resulting in new business meetings (NBMs).
  • Creating confidence at an executive level, leading to creation of downstream sales buy-in and technical practice creation
  • Work with IBM Client Executives and Technical Account Leads to identify, qualify and establish Tosca pipeline
  • Sharing analytics with executive and technical champions, and driving further demand for Tricentis solution through regular cadence sessions
  • Drive the development of technical pre-sales & post-sales practices within IBM across the Globe
  • Establishing and implementing selection process, criteria, and controls for selection, management, and performance of alliance including regular reviews of contractual obligations with partners and compliance with Tricentis policies, procedures, and ethical standards.
  • Oversee & participate in regional QBR’s for sales team
  • Driving organizational, operational, staffing, financial, quality and customer satisfaction targets are consistently met or exceeded by partners. Includes creating and monitoring KPI’s for each partner on a regular interval


  • B.A./MBA in Business Administration or like degree
  • 10+ years of Channel & Alliances experiences, achieving or exceeding quota  
  • 5+ years’ experience working with Global System Integrators – IBM experience a plus
  • Demonstrated success leveraging 3rd-party companies to achieve quota
  • Solution-selling experience (vs. product-centric sales)
  • Superb organizational skills and demonstrated history outlining and establishing sales strategies.
  • Superior written and verbal communication skills
  • Must be willing to travel throughout the U.S. including attendance at all business reviews and mtgs, up to 50% of the time
  • Demonstrate leadership that promotes and exemplifies the highest levels of teamwork, personal accountability, and mutual support to the Partner.


  • 5+ years of channel management preferred but not required
  • Experience with progressive, born-in-the-cloud partners is preferred
  • ·Service Provider and System Integrator experience desirable, but not required (AT&T, Verizon, BT, Accenture, Deloitte, IBM, DXC Technologies)
  • Prior experience with IBM, Testing, Digital transformation technologies and any past history working in early-stage technology start-ups.

Additional Information

We offer:

  • 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
  • Wiener Linien annual pass (Jobticket)
  • Permanent, full-time employment
  • and many more …

    Eager to work in a fast-growing, innovative and highly motivated company where your single contribution counts to the company's success? Go ahead and apply! We look forward to receiving your application.

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