Enterprise Solution Architect / Sales Engineer

Title: Enterprise Solution Architect / Sales Engineer  Location: Germany (Remote) / Austria (Vienna)   Languages: German and English Note on location: Candidates based in Germany can be located anywhere in the country, as we do not have a fixed office location there.   Tricentis is seeking a Solution Architect who sits at the heart of the Tricentis sales organisation not as a support function, but as the technical owner of the sales cycle. You'll partner directly with Account Executives to qualify and advance enterprise opportunities, acting as the bridge between customer technical requirements and the Tricentis platform. The expectation is simple: own the technical win.  This is a role for someone who is technically deep, commercially sharp, and driven to close. You'll operate across discovery, demonstration, architecture, and executive engagement and you'll do it across some of the largest enterprise accounts in the German region.     Responsibilities:   Lead structured discovery sessions to surface customer pain and translate it into a compelling Tricentis value proposition  Deliver consultative, 'art of the possible' platform demonstrations across Test Automation, Test Management, Performance Testing, Change Intelligence, Data Integrity, and AI  Take full technical ownership of the sales cycle; discovery, demos, workshops, RFIs, RFPs, security questionnaires, and architecture discussions coordinating SME input where needed  Build trusted relationships with technical decision-makers and influencers across complex, multi-stakeholder enterprise accounts  Develop per-account adoption strategies with your AE and present them to executive stakeholders, internally and externally  Support the creation of business cases and ROI models that justify investment and accelerate close  Evangelise Tricentis QA methodology and best practices as a trusted advisor  Feed innovations and field learnings back into the wider pre-sales community  Stay current on products, competitive landscape, and industry trends through ongoing self-development    Who you are:  Accountable for the technical outcome - you own the result, not just the process, and take full responsibility for driving the deal forward technically  Self-motivated and gritty - you set ambitious goals, persevere through complex sales cycles, and deliver results without handholding  Technically curious - you have a genuine desire to understand how things actually work under the hood, and you continuously refine your approach through feedback and self-development  Commercially aware and scrappy - you understand buying dynamics, can navigate complex multi-stakeholder enterprise cycles, and find creative ways to win regardless of the constraints  A strong communicator across all levels - from architects to C-suite, you adapt your approach to the audience and demonstrate strategic thinking as well as tactical precision  Collaborative by default - you thrive in a team environment, contribute actively to the wider pre-sales community, and celebrate shared success alongside individual account wins     Requirements:   Business fluency in both German and English is essential for this role. You'll be engaging with enterprise customers across the region and must be able to conduct discovery sessions, workshops, and executive conversations in German with confidence.  8+ years of experience in Presales Sales Engineering or in a similar customer-facing role.   SAP or ERP knowledge is a significant advantage.   Working with any AI technologies and understanding the impact of how AI can help our customers.     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: Challenge the status quo.   Serve Our Customers & Communities: Create a positive experience with each interaction.   Solve Problems Together: We win or lose as one team.   Think Big & Believe: Set extraordinary goals and believe you can achieve them.   Tricentis is proud to be an equal opportunity workplace. Qualified applicants will receive consideration for employment without regard to race, color, ethnicity, gender, religious affiliation, age, sexual orientation, socioeconomic status, or physical and mental disability and other statuses protected by law. Global Sanctions Compliance We comply with all applicable global sanctions and export control laws. Candidates must not be listed on any government restricted party lists (including OFAC SDN List and U.S. Commerce Department restricted lists) and must certify that their employment would not violate any sanctions or export control regulations. Candidates must notify us of any changes to their status during the application process or subsequent employment.