Senior Customer Growth Account Manager

Tricentis • Melbourne, VIC, Australia • 1m ago

Who we are

Tricentis is a global leader in continuous testing and quality engineering. The Tricentis AI-based, continuous testing portfolio of products provides a new and fundamentally different way to perform software testing. An approach that’stotally automated, codeless, and intelligently driven by AI. It addresses both agile development and complex enterprise apps, enabling enterprises to accelerate their digital transformation by dramatically increasing software release speed, reducing costs, and improving software quality.

Widely credited for reinventing software testing for DevOps, cloud, and enterprise applications, Tricentis has been recognized as a leader by all major industry analysts, including Forrester, Gartner, and IDC. We empower innovators to push the boundaries of software testing, fostering a global community of continuous learners who pioneer AI-powered, highly performant, highly secure end-to-end testing tools that accelerate our customers’ time to market including the largest brands in the world.

About the role

As a TricentisSenior Customer Growth Account Manager, you will be the main point of contact for customers after the sale, ensuring they get value from their purchase and maximize the value of their Tricentis investment. Your role will involve managing customer relationships to foster ongoing engagement, accelerate time to value, promote continuous usage, and resolve issues promptly. A key focus will be driving renewals and expanding accounts by navigating enterprise organizations and working closely with Champions and account teams to secure timely renewals.

Responsibilities:

Be primary post-sale point of contact for all Customer Accounts tied to your role by engaging proactively with various customer teams on a regular basis

Establish an action-oriented and rigorous approach to regularly engage with customers, ensuring consistent communication and driving results. Maintain visibility to your communications by accurately reporting customer interactions and updating systems and tools with critical insights and key findings

Collaborate with customers to deeply understand their unique business goals and objectives, aligning product capabilities to their strategic priorities.

Develop and maintain a shared success plan with each customer, outlining key milestones and measurable outcomes that demonstrate progress toward their goals.

Proactively guide customers in achieving their objectives by leveraging product features, providing recommendations, and connecting them with additional resources or services.

Lead discovery sessions to identifyadditional use cases or unmet needs where the company’s solutions can add value, expanding the footprint within the customer’s organization.

Build relationships with stakeholders beyond the primary point of contact, proactively engaging with executives, influencers, and end-users to uncover new opportunities for expansionand help various departments unleash the value of Tricentisproducts;Leverage your expertise to increase adoption and utilization of our products

Partner with Customer Growth Solution Architect to ensure technical alignment with business goals; Demonstrate product features beyond core functionalities to help the customer achieve specific business results and maximum value from the product

Identify opportunities from assigned clients, including upselling and cross-selling of related services and discovery of additional use cases

Determine if/when customers are at risk and escalate to TricentisCGAMs

Be accountable for client consumption (product utilization), renewal and retention results

Handle escalations and coordinate across functional areas of Tricentis to ensure flawless delivery (including Professional Services, Engineering, Education, Support and Sales)

Support 40-50 Tier 1 & 2 customers, depending on size and complexity

Maintain current functional and technical knowledge of products and services

Qualifications:

8+ years of progressive experience in managing complex SaaS customers

Business acumen and commercial outlook, with a conceptual understanding of IT operations processes and best practices

Ability to quickly develop strong relationships with the users/commercial partners/internal communities and drive outcomes

Excellent verbal, written and interpersonal communication skills in English; any additional language is a bonus

Experience in working with executives in client environments

Bias for action and self-starter: highly motivated, energetic, and committed to getting results

Comfort with a fast-paced, dynamic environment is a must; past exposure to a high-growth and/or globally distributed companies is also valuable

Self-motivated and disciplined; ability to work independently with limited supervision in a hybrid work environment

Working knowledge of Enterprise Network Infrastructures, Enterprise Firewall Configuration, Application Load Balancing, OS Firewall configuration

Metrics:

100% Timely Customer Engagement for all assigned accounts

Time to value of new customers

NRR, renewal rate and upsells

Why Tricentis?

Tricentis Core Values:

At Tricentis, we strive for success while inspiring those around us by knowing what we need to achieve and how we will achieve it. Our core values serve as our guiding light to drive our every action and define our ways of working so that we can create and enjoy a successful journey and reach higher heights together.

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.

We offer:

Market conform salary + success-oriented commission
Hybrid work arrangement (3 days return to office)
Favourable working atmosphere in a rapidly expanding company
Supportive and engaged leadership team
Personal and professional development
And more!

Tricentis is proud to be an equal opportunity workplace. Qualified applicants will receive consideration for employment without regard to race, colour, ethnicity, gender, religious affiliation, age, sexual orientation, socioeconomic status, or physical and mental disability and other statuses protected by law.