Narwal
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 Responsibilities Strategic Partnership & Business Growth
Lead 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.
End-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 Outcomes
Deliver 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, and
Closed multiple deals in the $100K–$1M range, OR
Delivered $3M average ACV annually for 3 consecutive years, OR $5M TCV over 2 years
Skills & Capabilities
Strong 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 Attributes
High 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 Fit
Thrives 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.
Referrals increase your chances of interviewing at Narwal by 2x.
Seniority level Director
Employment type Full-time
Job function Business Development, Sales, and Strategy/Planning
Benefits
Medical insurance
Vision insurance
401(k)
#J-18808-Ljbffr
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 Responsibilities Strategic Partnership & Business Growth
Lead 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.
End-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 Outcomes
Deliver 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, and
Closed multiple deals in the $100K–$1M range, OR
Delivered $3M average ACV annually for 3 consecutive years, OR $5M TCV over 2 years
Skills & Capabilities
Strong 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 Attributes
High 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 Fit
Thrives 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.
Referrals increase your chances of interviewing at Narwal by 2x.
Seniority level Director
Employment type Full-time
Job function Business Development, Sales, and Strategy/Planning
Benefits
Medical insurance
Vision insurance
401(k)
#J-18808-Ljbffr