Vice President Alliances, North America

Tricentis•Austin, TX

12d•Hybrid

About The Position

Tricentis is seeking a dynamic and strategic Vice President of Alliances – North America to lead our partner ecosystem across the region. This role is responsible for the full breadth of partner engagement, including Global System Integrators (GSIs), Regional System Integrators (RSIs), resell partners (VARs/VADs), and other key alliance GTM channels. You will lead a team of Partner Managers and drive execution of high-impact go-to-market (GTM) initiatives that accelerate customer value, grow revenue, and expand our market presence. As a senior leader, you will own the strategy and execution of partner-led growth across the region, ensuring strong alignment with regional sales leadership, marketing, and cross-functional teams, while maintaining close coordination with global alliance stakeholders. In this position you’ll report to the Senior Vice President – Alliances. We work on a hybrid model (3 days in-office) for opportunities at our office locations.

Requirements

15+ years of experience in strategic alliances, channels, or partner leadership roles in the enterprise software or SaaS space.
Proven track record in managing and growing partnerships across GSIs, RSIs, and resell channels within the North American territory.
Demonstrated success in leading and scaling high-performing teams in a fast-paced, matrixed environment.
Deep understanding of partner engagement models across sell-to, sell-with, and sell-through motions.
Knowledge of enterprise technology ecosystems, including testing, DevOps, ERP, and digital transformation services.
Strong executive presence with the ability to build trust and influence senior stakeholders—internally and externally.
Highly collaborative, strategic thinker with strong business acumen and operational rigor.
Excellent communication, negotiation, and presentation skills.
Bachelor's degree required

Nice To Haves

MBA or equivalent experience preferred.

Responsibilities

Lead the North American Alliances and Channels team, managing a team of Partner Managers who oversee relationships with GSIs, RSIs, and resell partners.
Align closely with the Sales GTM organization, associated team leaders, AEs, and Directors, VPs, and SVP of Americas.
Develop and execute a comprehensive regional partner strategy across all channels such as strategic alliances, system integrators, and resellers to support pipeline and revenue growth.
Serve as an executive sponsor for key partnerships, driving joint business planning, quarterly business reviews (QBRs), and long-term alignment.
Oversee and support partner-led go-to-market initiatives including solution development, sales enablement, demand generation, and co-selling activities.
Drive effective collaboration with regional sales leadership to ensure partner strategies are fully aligned with field priorities and customer needs.
Engage with partner organizations across strategic practice areas such as Quality Engineering, SAP, Oracle, Workday, and Cloud Modernization.
Support and scale resell motions, including contract structures, program governance, sales engagement models, and deal execution processes.
Ensure consistent and high-quality pipeline reporting and forecasting via Salesforce and other internal systems.
Collaborate with global Alliances and Channels leaders across EMEA, APAC, LATAM, Public Sector, to ensure alignment, scalability, and operational consistency.
Monitor and optimize partner performance across all tiers, ensuring accountability against jointly established KPIs.
Drive internal cross-functional alignment with Marketing, Product, Customer Success, Legal, and Finance to support successful partner execution.