Global Alliances Senior Director, Deloitte

📋 Description

• • As the Global Alliances Senior Director at Tricentis, you will be instrumental in driving significant business growth by cultivating and executing strategic initiatives with Deloitte, a key Global System Integrator (GSI) partner.
• • This pivotal role involves developing and deploying joint solutions, orchestrating comprehensive marketing programs, and spearheading 'sell-with,' 'sell-through,' and 'sell-to' engagement models to maximize revenue and market penetration.
• • You will be responsible for crafting and implementing partner Go-To-Market (GTM) strategies, ensuring they are region-executable and aligned with Tricentis' long-range goals and business objectives.
• • A core aspect of your role will be to build and nurture robust, senior-level relationships within Deloitte across global regions, acting as a trusted advisor and advocate for Tricentis.
• • You will create internal leverage by effectively engaging and coordinating cross-functional teams at Tricentis, including Product Management, Marketing, Partner Management, and Sales Leadership, to ensure seamless collaboration and execution.
• • This includes orchestrating complex interactions between Tricentis and Deloitte teams, managing critical elements such as contracts, Marketing Development Funds (MDFs), partner enablement and training programs, and resolving escalations.
• • Your primary business objectives will include identifying, qualifying, and creating GTM plays for new and existing business opportunities that are executable within various regions.
• • You will focus on growing Deloitte's share of wallet by increasing sell-to, sell-through, and sell-with revenue for assigned Tricentis solutions, programs, and initiatives.
• • A key performance indicator will be increasing the depth and breadth of adoption of Tricentis products within Deloitte's service offerings and client engagements.
• • You will foster a partnership that drives strategic differentiation and contributes to the growth of consulting revenue for Deloitte, creating a mutually beneficial ecosystem.
• • Champion projects that align with both Tricentis' and Deloitte's long-range strategic goals, ensuring alignment and shared vision.
• • Develop and deploy new or enhanced joint solutions across critical practice areas such as Quality Engineering, SAP, Oracle, and Workday, aiming to generate meaningful incremental revenue.
• • Engage virtual cross-functional teams from both Tricentis and Deloitte to develop compelling, differentiated value propositions, conducting thorough risk and competitive analysis to inform strategy.
• • Consistently meet quarterly and annual partner-led business development and revenue targets, demonstrating a strong track record of achievement.
• • Anticipate emerging industry and partner practice trends, leveraging this foresight to guide global GTM activities and maintain a competitive edge.
• • Create joint solutions and GTM plays that establish a distinct, non-exclusive competitive differentiation for the Tricentis-Deloitte partnership.
• • Establish and proactively grow strong C-suite and senior executive relationships within Deloitte's global leadership across the Americas, EMEA, and APAC regions.
• • Serve as a trusted advisor on joint GTM solutions, technology strategy, and practice buildout, providing expert guidance and insights.
• • Lead and manage regular Quarterly Business Reviews (QBRs) and executive updates, ensuring clear communication and strategic alignment.
• • Articulate Tricentis' value propositions in terms of tangible business outcomes that resonate with Deloitte's industry and practice leaders and their respective clients.
• • Act as an internal advocate for partner initiatives while simultaneously representing Tricentis externally across Deloitte's practice communities.
• • Leverage the full spectrum of the Tricentis portfolio to add significant value to Deloitte's client transformations, digital modernization programs, and cloud migration initiatives.
• • Act as a trusted advisor to Deloitte's IT and technical executives, particularly those leading Quality Engineering, SAP, Oracle, and Workday practice groups, guiding their technology strategies.
• • Demonstrate thought leadership by applying Tricentis technologies to solve emerging partner and customer challenges, positioning Tricentis as an innovative solution provider.
• • Guide Deloitte's practice strategies, certifications, training, and delivery methodologies to embed Tricentis as the technology of choice for both the partner and for partner-influenced deal pursuits.
• • Anticipate product, services, and industry trends, using this insight to create added value for Deloitte's practices and their clients.
• • Maintain a deep working knowledge of the Tricentis portfolio and effectively integrate end-to-end solutions into Deloitte's delivery offerings.
• • Lead the identification and development of joint solutions that are highly relevant to Deloitte's practice offerings and their clients' transformation agendas.