Director, Strategic and Solex Customer Growth Account Management

Tricentis•Austin, TX

About The Position

At Tricentis, we’re redefining what’s possible in software testing and quality engineering. Our AI-driven, codeless, and continuous testing platform empowers enterprises to accelerate innovation, deliver higher-quality releases, and transform digital velocity at scale. Recognized as a global leader by Gartner, Forrester, and IDC, Tricentis partners with the world’s largest and most innovative companies. We’re a team of curious learners, ambitious achievers, and collaborative competitors who believe in constant growth—both for our customers and ourselves. If you’re motivated by challenge, feedback, and the pursuit of excellence, you’ll thrive here.

Requirements

8+ years of people management experience
Customer-Focused: 10+ years of progressive experience in managing complex B2B software customers
Experience driving renewals, customer retention, and value realization through a structured post-sales process
A background in Sales is highly desirable and/or experience partnering closely with Sales: experience identifying opportunities for expansion and engaging sales teams when appropriate
Experience building, nurturing and guiding teams on strategic thinking and approach to customer account management, utilizing research and data to drive activity and solutioning
Excellent communication skills: Exceptional verbal and written communication skills, with demonstrable ability to build relationships with customers, engage with senior stakeholders, and communicate value propositions effectively to drive long-term success

Responsibilities

Team Leadership & Development: Lead the strategy, execution and performance of the Account Management organization, including individual contributors and people managers, fostering a results-driven, customer-first culture with a strong focus on accountability and growth.
Strategic Account Ownership: Lead the Account Management team assigned to our Strategic Accounts – the largest ATR customers in North America. Drive full-year account planning, continuous license adoption, proactive issue identification and resolution, and ongoing discovery and positioning for platform expansion and long-term growth.
Global Solex Account Leadership: Own the strategy and execution. For all global Solex Accounts, including close partnership with SAP Customer Success Management teams. Ensure strong forecast alignment, drive adoption across the full solution portfolio, and lead opportunity identification and management to maximize customer value and expansion.
Customer Value Realization: Establish and operationalize time-to-value milestones and success insights with customers, ensuring they experience the full benefits of our solutions, achieve measurable business outcomes, and realize demonstrable ROI.
Renewals & Retention: Own the retention and renewal strategy across the portfolio, proactively identifying risk, addressing concerns, and driving consistently high renewal rates.
Collaboration with Sales: Ensure close alignment with Sales to identify upsell, cross-sell, and platform expansion opportunities, engaging sales teams at the right moments to drive growth while maintaining a seamless customer experience.
Performance Metrics & Reporting: Own key performance indicators including Net Revenue Retention (NRR), renewal performance, expansion pipeline, and forecasting accuracy.