Global Alliances Senior Director, Deloitte

About the role

The Global Alliance Senior Director (GAD) is responsible for driving business growth with Deloitte, one of our strategic GSIs, through the development and deployment of joint solutions, marketing programs and sell-with, sell-through and sell-to initiatives.

Responsibilities

• Partner Business Development: Champion projects that drive Tricentis’ and partner long-range goals.
• Develop and deploy new or enhanced joint solutions across practices such as Quality Engineering, SAP, Oracle, and Workday, generating meaningful incremental revenue.
• Engage virtual cross-functional Tricentis and partner teams to develop compelling, differentiated value propositions, including risk and competitive analysis.
• Meet quarterly and annual partner led business development and revenue goals.
• Create joint solutions/GTM plays that create competitive (but non-exclusive) competitive differentiation for the partnership.
• Partner Relationship: Establish and proactively grow strong C-suite and senior executive relationships with GSI leadership across global regions (Americas, EMEA, APAC).
• Lead and manage QBRs and executive updates.
• Articulate Tricentis value propositions in terms of business outcomes relevant to GSI industry and practice leaders and their clients.
• Advocate for partner initiatives internally while representing Tricentis externally across GSI practice communities.
• Leverage the full Tricentis portfolio to add value to GSI client transformations, digital modernization programs, and cloud migration initiatives.
• Technology Leadership: Act as a trusted advisor to partner with IT and technical executives, particularly those leading Quality Engineering, SAP, Oracle, and Workday practice groups.
• Demonstrate thought leadership by applying Tricentis technologies to solve emerging partner and customer challenges.
• Guide partner practice strategies, certifications, training, and delivery methodologies to embed Tricentis as technology of choice for both the partners and for partner-influences deal pursuits.

Qualifications

• Bachelor’s degree required; advanced degree preferred.
• Significant contributor to the creation of new alliance models, partner delivery frameworks, and growth programs.
• Strategic thinker, entrepreneurial mindset with the ability to influence global, matrixed organizations.
• Consistent performer with the ability to set and meet high growth targets.
• Significant experience working with Deloitte on a global basis, including deep understanding of organizational structure, existing partner-level relationships, and proven GTM success.
• 12+ years managing complex global partner programs across multiple practices with a preference for Quality Engineering, SAP, Oracle, and large program delivery.
• 7+ years leading complex projects with demonstrated ability to lead globally diverse and decentralized virtual teams.
• 3+ years direct sales or consulting experience.
• Proven success in developing and scaling strategic partnerships across global matrixed organizations.
• Background in software/SaaS, ERP ecosystems, DevOps, application modernization, and/or cloud transformation services.
• Strong executive presence, communication, and presentation skills, comfortable with large or small audiences globally.
• Self-motivated, resourceful, creative, adaptable, unquestionable ethics and integrity, and readiness to take calculated risk.