Job Description
Key Responsibilities
1. Customer Journey Management
Own the full lifecycle: onboarding, adoption, maturity, renewal, and growth
Define and maintain clear success plans aligned to customer goals and timelines
Ensure every account has a clear path to value realization
2. Value Realization & Customer Health
Continuously assess whether customers are actively using products and realizing value
Drive structured, outcome-focused customer conversations
Identify risk early and define clear action plans to mitigate it
Maintain accurate health signals based on engagement, usage, and business alignment
3. Strategic Account Leadership
Build multi-threaded relationships across user, champion, and executive levels
Engage customer leadership with clear updates on progress, risks, and required actions
Provide guidance on quality engineering best practices and strategic direction
4. Cross-Functional Orchestration
Partner with Sales, Professional Services, Product Support, and Product teams
Drive alignment and accountability across internal stakeholders
Ensure customer blockers are addressed quickly and effectively
5. Renewal & Growth Ownership
Own renewal pipeline, forecasting, and on-time close
Prevent late-cycle risk through proactive account management
Identify and drive expansion opportunities aligned to customer goals
6. Operational Discipline
Maintain accurate and timely updates in CRM (Salesforce) and Gainsight
Use systems and reporting to manage time, prioritize accounts, and drive accountability
Leverage dashboards and data to inform decisions and coaching
7. Continuous Improvement & AI Adoption
Embrace change and evolving processes
Leverage AI tools to improve productivity and customer engagement
Contribute to development of playbooks and best practices
8. Team Leadership
Coach team members on discovery, pipeline generation, deal strategy, negotiation, and executive communication
Drive accountability and operational rigor through consistent forecast management, pipeline inspection, and performance coaching
Partner directly with sellers on complex opportunities to accelerate deal progression and improve win rates
Foster a performance-driven culture centered on collaboration, customer outcomes, and continuous development
Conduct regular 1:1s, deal reviews, and territory planning sessions to support rep growth and execution consistency
Collaborate cross-functionally with Marketing, Customer Success, Solutions Engineering, and Product teams to align go-to-market execution
Model and reinforce value-based selling methodologies and disciplined sales process adoption
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.
U.S. Work Authorization:
This role is not eligible for employer-sponsored work visas. Applicants must be authorized to work in the U.S. without current or future sponsorship.