Territory Manager driving commercial growth for 3Shape in North Italy through relationship building and sales enablement. Engage with channel partners to foster growth in the dental technology industry.
About the role
- Senior Manager managing Customer Growth Account Management for Tricentis, focusing on strategic and Solex accounts. Leading teams to ensure customer success and growth.
Responsibilities
- Lead & Coach High-Impact CGAM Teams
- Manage and develop Strategic CGAMs responsible for Tricentis’ most complex and high-value accounts
- Manage and develop Solex CGAMs supporting customers who purchased through the SAP Solex partnership
- Coach CGAMs on: Navigating tough customer conversations, Driving clarity when value is not being realized, Multi-threading effectively across executive, technical, and operational stakeholders
- Build a culture of ownership, preparation, and accountability
- Drive Usage, Value Realization, and Customer Health
- Ensure teams clearly understand: Whether customers are actively using Tricentis products, Whether customers are realizing measurable value
- Hold CGAMs accountable to customer journey milestones and early intervention when risk emerges
- Leverage customer health signals and AI-driven insights to proactively manage risk and opportunity
- Operational Excellence & Forecasting Precision
- Ensure disciplined execution across: Renewal management, Expansion identification, Accurate, timely forecasting
- Eliminate late-cycle surprises by reinforcing strong inspection habits, deal hygiene, and proactive planning
- Reduce administrative burden on CGAMs by reinforcing scalable processes and clear priorities
- Clarity Across Post-Sales Roles & Partnerships
- Reinforce clear roles and responsibilities across CGAM, Sales, CGSA, Support, and Partners
- Act as a key liaison for the SAP Solex partnership, ensuring alignment on expectations, execution, and customer outcomes
- Partner cross-functionally to remove friction and improve the customer experience
- Enable Growth, Not Just Retention
- Ensure growth is a deliberate motion, not an afterthought
- Coach CGAMs to identify, position, and execute on expansion opportunities aligned to customer outcomes
- Reinforce strong product, industry, and competitive knowledge to support differentiated value conversations
Requirements
- Bachelor's or Associate's Degree and 8+ years of experience in Sales or CX and 3+ years in management
- Proven experience leading Customer Success, Account Management, or Customer Growth teams in enterprise SaaS
- Strong organizational skills with exceptional attention to detail
- Demonstrated ability to coach teams through complex renewals and difficult customer conversations
- Experience managing or partnering in channel / alliance-based motions (Solex, SAP, or similar preferred)
- Comfort operating in ambiguity while building structure and repeatability
- Strong cross-functional leadership and communication skills
Benefits
- Market competitive salary + success-oriented commission / bonus
- Supportive and engaged leadership team.
- Career path, professional and personal development.
- 401(k) plan, full benefits package available.
- Company-paid Disability and Life Insurance.
- Hybrid work environment.
- Personal and professional development.
- And more!
Job title
Job type
Experience level
Salary
Not specified
Degree requirement
Location requirements
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