📌 Core Information
🔹 Job Title: Account Director
🔹 Company: Tricentis
🔹 Location: Sydney, New South Wales, Australia
🔹 Job Type: Full-Time
🔹 Category: Software Development
🔹 Date Posted: 2025-04-23
🔹 Experience Level: 12+ years
🔹 Remote Status: Hybrid (3 days return to office)
🚀 Job Overview
Key aspects of this role include:
- Selling Tricentis' continuous testing platform to enterprise customers
- Developing and executing a comprehensive territory plan
- Driving customer delight and satisfaction
- Collaborating with a close-knit team to improve customer outcomes
ASSUMPTION: This role requires a strong understanding of enterprise applications and the software development life cycle, as well as experience selling complex systems to enterprise customers in Australia and/or New Zealand.
📋 Key Responsibilities
✅ Articulate the value of Tricentis' platform to C-Level and senior executives in enterprise accounts
✅ Strategically and rapidly develop pipeline
✅ Navigate complex customer environments and develop value-based ROI proposals
✅ Forecast sales activity and revenue achievement in salesforce.com
✅ Engage, educate, and transform the way customers deliver better quality software to market faster
✅ Be part of a close-knit team, including experienced Solution Architects, working together to improve customer outcomes
ASSUMPTION: This role involves working with various stakeholders, including C-Level executives, senior management, and technical teams within customer organizations.
🎯 Required Qualifications
Education: Bachelor's degree in Business, Marketing, or a related field (or equivalent experience)
Experience: 12+ years of experience in selling complex systems to enterprise customers in Australia and/or New Zealand
Required Skills:
- Proven track record of overachievement in enterprise software sales
- Strong understanding of business IT systems and enterprise applications
- Ability to deal with different buying influencers in complex sales cycles
- Determined and persistent approach to succeed
Preferred Skills:
- Knowledge of operating systems, databases, and Web-technologies
- Understanding of the software development life cycle
ASSUMPTION: Candidates with experience selling enterprise software or related products may be more likely to succeed in this role.
💰 Compensation & Benefits
Salary Range: AUD 150,000 - 200,000 per annum (including superannuation) based on experience and performance. This estimate is based on market data for similar roles in the software development industry in Sydney.
Benefits:
- Success-oriented commission
- Hybrid work arrangement (3 days return to office)
- Favourable working atmosphere in a rapidly expanding company
- Personal and professional development
- Permanent, full-time employment
Working Hours: 40 hours per week, with flexibility for remote work on certain days
ASSUMPTION: The salary range provided is an estimate based on market data and may vary depending on the candidate's experience and performance.
📌 Applicant Insights
🔍 Company Context
Industry: Software Development
Company Size: 1,001-5,000 employees
Founded: 2007
Company Description:
- Tricentis is a global leader in continuous testing and quality engineering
- Offers an AI-powered, continuous testing platform for both agile development and complex enterprise apps
- Recognized as a leader by major industry analysts, including Forrester, Gartner, and IDC
Company Specialties:
- Software Testing
- Test Automation
- Mobile Testing
- SAP Testing
- Continuous Testing
- Load Testing
- Performance Testing
- Test Management
- DevOps
- Quality Engineering
- Generative AI
- Artificial Intelligence
- Quality Assurance
- Data Integrity
- Digital Transformation
- Oracle Testing
- ERP
- and Application Testing
Company Website: tricentis.com
ASSUMPTION: Tricentis' focus on continuous testing and quality engineering makes it an attractive employer for professionals in software development and related fields.
📊 Role Analysis
Career Level: Mid-Senior level
Reporting Structure: This role reports directly to the Regional Sales Director
Work Arrangement: Hybrid (3 days return to office)
Growth Opportunities:
- Potential for career advancement within the sales organization
- Opportunities to work with a diverse range of enterprise customers
- Chance to contribute to Tricentis' rapid expansion in the ANZ region
ASSUMPTION: This role offers opportunities for professional growth and development within a dynamic and expanding company.
🌍 Location & Work Environment
Office Type: Hybrid (3 days return to office)
Office Location(s): Sydney, New South Wales, Australia
Geographic Context:
- Sydney is the largest city in Australia and the capital of New South Wales
- The city is known for its vibrant culture, diverse neighborhoods, and beautiful harbor
- Sydney offers a high quality of life, with numerous amenities and attractions
Work Schedule: 40 hours per week, with flexibility for remote work on certain days
ASSUMPTION: Sydney's vibrant culture and high quality of life make it an attractive location for professionals in the software development industry.
💼 Interview & Application Insights
Typical Process:
- Online application submission
- Phone or video screen with the hiring manager
- In-depth interview with the sales team
- Final interview with the Regional Sales Director
Key Assessment Areas:
- Sales skills and experience
- Understanding of enterprise applications and the software development life cycle
- Ability to navigate complex customer environments
- Problem-solving skills and strategic thinking
Application Tips:
- Tailor your resume and cover letter to highlight your sales experience and relevant skills
- Prepare for behavioral and situational interview questions that focus on your sales experience and problem-solving skills
- Research Tricentis and the continuous testing industry to demonstrate your knowledge and enthusiasm for the role
ATS Keywords: Enterprise software sales, complex systems, enterprise customers, ANZ, customer delight, ROI proposals, territory planning, salesforce.com, DevOps, software development life cycle, enterprise applications
ASSUMPTION: Applicants should tailor their application materials to highlight their sales experience and relevant skills, as well as their understanding of the continuous testing industry and Tricentis' products.
🛠️ Tools & Technologies
- Salesforce.com
- Microsoft Office Suite
- CRM software
- Project management tools
ASSUMPTION: Familiarity with CRM software and project management tools is beneficial for this role, as they are commonly used in sales organizations.
👔 Cultural Fit Considerations
Company Values:
- 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.
Work Style:
- Collaborative and team-oriented
- Results-driven and focused on customer success
- Adaptable and open to change
- Strategic and proactive
Self-Assessment Questions:
- Do you have a proven track record of overachievement in enterprise software sales?
- Are you comfortable navigating complex customer environments and developing value-based ROI proposals?
- Do you thrive in a collaborative and results-driven work environment?
ASSUMPTION: Applicants should assess their fit with Tricentis' company values and work style to ensure they are a good match for the organization's culture.
⚠️ Potential Challenges
- Selling complex enterprise software solutions requires strong technical knowledge and excellent communication skills
- Navigating complex customer environments can be challenging and time-consuming
- Working in a hybrid environment may require additional flexibility and self-motivation
- Meeting and exceeding sales targets can be demanding and stressful
ASSUMPTION: Applicants should be aware of the potential challenges associated with selling complex enterprise software solutions and working in a hybrid environment.
📈 Similar Roles Comparison
- This role differs from other sales roles in the software development industry in its focus on continuous testing and quality engineering
- Tricentis' AI-powered, continuous testing platform sets it apart from other software development companies
- Career paths in continuous testing and quality engineering may differ from those in other areas of software development
ASSUMPTION: Applicants should research Tricentis and the continuous testing industry to understand how this role differs from other sales roles in the software development industry.
📝 Sample Projects
- Developing a territory plan for a specific region or industry vertical
- Creating a value-based ROI proposal for a potential enterprise customer
- Collaborating with a cross-functional team to improve customer outcomes and drive customer delight
ASSUMPTION: These sample projects are designed to give applicants a sense of the types of tasks and responsibilities they may encounter in this role.
❓ Key Questions to Ask During Interview
- What are the key challenges facing the sales team in the ANZ region?
- How does Tricentis support the professional development of its sales team?
- What are the key priorities for this role in the first 90 days?
- How does Tricentis measure and track sales performance?
- What is the company culture like, and how does it support the success of the sales team?
ASSUMPTION: Applicants should ask thoughtful and insightful questions to demonstrate their interest in the role and the company.
📌 Next Steps for Applicants
To apply for this position:
- Submit your application through this link
- Tailor your resume and cover letter to highlight your sales experience and relevant skills
- Prepare for behavioral and situational interview questions that focus on your sales experience and problem-solving skills
- Research Tricentis and the continuous testing industry to demonstrate your knowledge and enthusiasm for the role
- Follow up with the hiring manager one week after submitting your application to express your continued interest in the position
⚠️ This job description contains AI-assisted information. Details should be verified directly with the employer before making decisions.
