Partner Channel Business Development Director - Tricentis

Partner Channel Business Development Director - TricentisLocation: Atlanta, GA Employment Type: Full-timeThe Role: Convert Alliance into Advantage: Own the Tricentis Ecosystem, Build a $10M+ annual services business around it.We are seeking an exceptional and results-driven Director of Business Development to lead and significantly expand our business within the Tricentis partner channel (typical deal size of $200K+). This is a senior, high-impact role requiring deep industry & tricentis expertise, an extensive network, and a proven ability to convert strategic partnerships into measurable revenue.This is not a farming role. It’s for sales professionals who are competitive, persistent, and resilient, with a proven track record of creating opportunities from scratch and converting them into long-term client relationships.If you have a distinguished track record of working closely with Tricentis, possess a "solution-first" mindset, and thrive on driving business from inception to close, we want to talk to you.Key ResponsibilitiesAs our Director of Business Development for the Tricentis Ecosystem, you will be responsible for:Strategic Partnership & Business GrowthLead the Partnership Strategy: Act as the primary liaison and strategic leader for our relationship with Tricentis, ensuring maximum mutual benefit and market presence.Executive Relationship Management: Cultivate and leverage strong executive relationships within Tricentis leadership to identify and co-develop new business opportunities and strategic initiatives.Partner-Led Conversion: Drive and execute proven success in partner-led business development and conversion, transforming alliance relationships into robust sales pipelines and closed deals.Sales & Solution DeliveryEnd-to-End Deal Ownership: Drive customer proposals, workshops, and product demonstrations independently, showcasing our joint value proposition and technical expertise.Articulate Value: Utilize an exceptional Solution Mindset for articulating complex value propositions related to Tricentis products (e.g., Tosca, qTest, NeoLoad, etc.) and our complementary service offerings.Market Penetration: Identify, qualify, and close new business opportunities by aligning our services with customer needs for accelerated quality assurance, testing, and DevOps transformations.Professional Services Conversion: Shift Tricentis Professional services overflow to Narwal-owned SOWs; expand to multi-year managed services once delivery proves value. Ownership & Measurable OutcomesDeliver Results: Demonstrate ability to take ownership and drive measurable outcomes, including revenue targets, pipeline generation, and partnership growth metrics.Market Intelligence: Stay ahead of Tricentis product roadmaps, market trends, and competitive landscape to continuously refine our go-to-market strategy.Internal Enablement: Collaborate with our delivery, marketing, and sales teams to ensure successful project handoffs and market alignment.What We’re Looking For:Experience (Mandatory): Overall sales experience of 10+ years and deep Tricentis knowledge and experience (e.g., as a former Tricentis employee, senior partner leader, or deeply embedded consulting executive).Tricentis Network: A current, active network and strong executive relationships within Tricentis leadership.Business Acumen: Extensive experience in complex B2B sales cycles, solution selling, and managing large-scale enterprise deals.Technical Fluency: Deep understanding of the Tricentis product suite and how it integrates into enterprise DevOps and quality engineering strategies.Communication: Exceptional verbal, written, and presentation skills, capable of engaging C-level executives and technical stakeholders alike.Track Record: Demonstrated success with enterprise-scale deals. Consistently achieved $2M+ annual new business quotas, andClosed multiple deals in the $100K–$1M range, ORDelivered $3M average ACV annually for 3 consecutive years, OR $5M TCV over 2 yearsSkills & CapabilitiesStrong prospecting, networking, and cold outreach discipline.Ability to run complex enterprise sales cycles (6–12 months) and manage procurement.Consultative and solution-selling expertise, with ability to map client needs to tailored IT services.Exceptional communication, presentation, and negotiation skills; proven ability to influence senior executives.Proficiency with CRM systems and pipeline management best practices.Personal AttributesHigh energy, self-motivated, and entrepreneurial.Resilient and optimistic — thrives under rejection and bounces back quickly.Persistent, competitive, and driven to exceed targets.Coachable and adaptable — willing to learn, collaborate, and continuously improve.Strong integrity and accountability.Cultural FitThrives in a smaller, agile, high-growth company culture.Comfortable wearing multiple hats and building structure where needed.Adaptable — able to succeed without the large marketing engine or brand recognition of bigger firms.Excited by the challenge of scaling a fast-growing company and leaving a visible impact.About Us:Narwal, with its Global Delivery Model, strategically expands its reach across North America, the United Kingdom, Canada, a nearshore development center in Mexico, and an offshore development center in India. Delivering cutting-edge AI, Data, and Quality Engineering solutions and consistently surpassing expectations, Narwal has achieved remarkable triple-digit growth rates year after year, earning accolades such as Inc. 5000, Best IT Services Company, Best Data Technology Company, and Partner of the Year with Tricentis.Our Vision:To be an expert in AI, Data, and Quality Engineering transformations, bold in our thinking and authentic in our relationships.Why Join Narwal?Shape the future of a rapidly growing company with entrepreneurial freedom.Competitive salary and benefits package.A supportive, inclusive, and high-energy culture.Opportunity to work closely with CxOs and influence client strategies.Professional development and global exposure.Certified as a Great Place to Work.