Senior Alliances Manager - SAP

Job DescriptionDue to our market expansion, we are recruiting for a new team in Dubai selling to customers in the Middle East. To enhance this team, we are looking for a Senior Alliances Manager with experience working with SAP. Tricentis is one of the fastest growing partner on SAP’s Solex programme, helping their customers with their digital transformation into Cloud.Successful candidates will have demonstrable experience working with SAP sales opportunities, as well as the ability to collaborate with multiple teams to achieve success.Main DutiesManage and grow Tricentis’ relationship with SAP through targeted growth activities in the Middle East market.Work in conjunction with Sales, Sales Engineering, Sales Enablement, Marketing and Product leadership to develop and execute overarching team selling strategies.Create and identify opportunities for Tricentis products in SAP ecosystem by working in collaboration with Tricentis Account Executives (AE) Develop and execute large deals in partnership with SAP Account Executives and Tricentis Sales organization. Develop an operating calendar, detailed territory plans and engagement models with Go-To-Market teams (Sales, Presales, Marketing etc.) to deliver on GTM goals.Demonstrate a broad comprehension of customer needs, market trends, industry challenges, major players, relevant products and technologies.Conduct in-depth sales discovery meetings, assist with messaging for demos, work with sales leadership to drive technical and commercial wins.Enhance Tricentis value messaging for prospects and customers and build business case.Update sales business plans to optimize sales results for the regions.Support cross-functional teams with coordination of business development, marketing, RFPs, demos, legal contracts and implementation of software and ensure client satisfaction.Experience RequiredHistory and deep knowledge of working with SAP on sales opportunities, preferably related to S4 Hana Migration, Cloud Migration, Data Migration and Testing solutionsExpert in customer-facing roles in the tech industry, with proven direct sales experienceExcellent relationship building skillsStrong knowledge of Software Testing products and positioningHistory of taking initiative and proactively seeking creative solutionsFlexible to attend specialized training across European time zones