Customer Value Consultant

Tricentis Americas, Inc.; Atlanta (GA); Híbrido; USD 110.000 - 160.000; Jornada completa

Descripción de la vacante

Tricentis Americas, Inc. is seeking a Customer Value Consultant in Atlanta with hybrid work options.

You will be the primary post-sales owner for customer success, driving measurable business value from the Tricentis investment and coordinating across teams to improve adoption and renewal outcomes. The role focuses on building trusted executive relationships, defining success plans, and guiding customers from go-live through ongoing adoption while identifying expansion opportunities and

Formación

• Experience in customer success, value realization, and managing a portfolio of recurring-revenue customers.
• Ability to engage VP and C-level stakeholders with credibility.
• Ability to translate adoption into credible investment cases based on evidence.
• Experience identifying customer risk and crafting mitigation/recovery plans.
• Understanding recurring-revenue models and renewal/expansion drivers.
• Ability to align Sales, Technical, Support, Services, Product, Renewals, and partners.
• Knowledge to connect customer goals to product capabilities and answer first-line questions.
• Disciplined in maintaining success plans, risk visibility, and next steps.

Responsabilidades

• Own the Customer Success Plan for each customer, defining outcomes and milestones.
• Drive value realization by evidencing progress and translating adoption data into ROI narratives.
• Lead Executive Business Reviews and build cross-organizational relationships to align priorities.
• Manage transition from go-live to ongoing adoption with clear success criteria.
• Maintain a holistic view of customer health across adoption, health signals, and renewal status.
• Identify renewal risks early with documented mitigation plans and accountable owners.
• Coordinate with Account Executives, Renewals, Technical, Support, and Partners for a unified customer experience.
• Spot expansion signals and pass to Account Executive with a clear value rationale.

Conocimientos

Customer success

Executive engagement

ROI storytelling

Retention risk

Commercial acumen

Cross-functional leadership

Product & tech fluency

Data-driven prioritization

Descripción del empleo

Customer Value Consultant Location: Atlanta, Austin; Hybrid

As Customer Value Consultant, you will be the primary post-sales owner for customer success, helping customers realize measurable business value from their investment in Tricentis. This role exists to strengthen customer outcomes, increase adoption, reduce renewal risk, and support sustainable growth across Direct-Led, Co-Sell, and Opportunistic customer segments. You will own the Customer Success Plan, build trusted relationships from operational stakeholders through VP and C-level sponsors, and orchestrate the Tricentis and partner resources needed to move customer outcomes forward. Success is measured through customer value realization, adoption, portfolio health, retention performance, executive alignment, and the expansion opportunities that follow demonstrated value.

WHAT YOU'LL OWN

• Own the Customer Success Plan for each customer, defining outcomes, milestones, and accountable actions that connect adoption to measurable business value.
• Drive value realization by evidencing progress against agreed outcomes and translating adoption and utilization data into credible ROI narratives.
• Lead Executive Business Reviews and build relationships across the customer organization that connect realized value to future priorities.
• Manage the transition from go-live into ongoing adoption, agreeing success criteria early and intervening promptly when early milestones slip.
• Maintain a holistic view of customer health across adoption, utilization, technical health, support experience, and commercial standing.
• Identify renewal risks early, flagging material risk at least 120 days out with a documented mitigation plan, clear owners, and escalation paths.
• Partner across Account Executives, Renewals, Technical, Support, Advisory, Professional Services, Product, and partners to create one coordinated customer experience.
• Spot and qualify expansion signals based on demonstrated value, whitespace, and adoption maturity, and hand them to the Account Executive with a clear value rationale.
• Feed customer product feedback and unmet needs back into the business through the right channels.

CHALLENGES YOU'LL HELP SOLVE

• Convert technology adoption into measurable business outcomes and credible executive value narratives.
• Apply the right depth of engagement across a portfolio that varies by value, complexity, risk, and segment.
• Surface and address adoption gaps and stakeholder changes early enough to protect renewals and trusted relationships.
• Connect retention priorities and expansion opportunities so that growth follows demonstrated value.
• Align internal teams and partner organizations around shared customer outcomes, clear ownership, and clean handoffs, while respecting partner delivery boundaries on Co-Sell accounts.

SKILLS FOR SUCCESS

• Customer success and value realization: Demonstrated success improving adoption, demonstrating customer value, and managing a portfolio of recurring-revenue customers, typically across 5 to 8+ years in Customer Success, Value Consulting, Account Management, Technical Account Management, or a comparable enterprise SaaS post-sales role.
• Executive stakeholder engagement: Executive presence and proven ability to establish credibility and lead outcome-focused conversations with VP and C-level stakeholders.
• Value and ROI storytelling: Ability to translate technology adoption into business outcomes, executive value narratives, and credible investment cases built from customer evidence.
• Retention and risk management: Experience identifying customer risk, building mitigation and recovery plans, and supporting customers through critical escalations.
• Commercial acumen: Understanding recurring-revenue models, retention drivers, renewal risk, and expansion signals.
• Cross-functional leadership: Ability to align Sales, Technical, Support, Services, Product, Renewals, and partners without direct authority.
• Product and technical fluency: Enough product knowledge to connect customer goals to Tricentis capabilities and resolve common first-line questions, engaging credibly with business and technical stakeholders without becoming the delivery resource.
• Execution and data-driven prioritization: Disciplined in maintaining success plans, risk visibility, commitments, and next steps, using health indicators, adoption metrics, and judgment to focus where impact is greatest.

Preferred Skills

• Experience in software testing, quality assurance, or a related technology domain.
• Experience supporting strategic enterprise customers in a SaaS environment.
• Familiarity with executive business reviews, customer success planning, and value realization methodologies.
• Experience with partner-led or co-sell customer engagement models.
• Comfort constructively challenging customers and stakeholders where decisions are limiting outcomes.

SUCCESS IN YOUR FIRST YEAR

First 90 Days

Build trusted relationships with your Account Executives, cross-functional partners, and key customer contacts. Assess your portfolio's health, adoption status, and renewal timeline, and build or refresh Customer Success Plans for priority accounts. Establish a clear success cadence and engagement approach appropriate to each segment.

Six Months

Keep Customer Success Plans current, outcome-based, and actively used to manage customer progress. Surface material renewal risks at least 120 days out with documented mitigation plans, owners, and escalation paths. Complete required executive engagements and document alignment on priorities, value, and next actions.

Twelve Months

Deliver measurable progress against customer outcomes, adoption milestones, and portfolio health targets. Achieve or exceed the applicable Gross Revenue Retention target, minimizing preventable churn through proactive intervention. Consistently identify and transfer qualified expansion signals, with health, risks, and commitments accurately maintained in designated systems.

Tricentis is proud to be an equal opportunity workplace. Qualified applicants will receive consideration for employment without regard to race, color, ethnicity, gender, religious affiliation, age, sexual orientation, socioeconomic status, or physical and mental disability and other statuses protected by law.

Global Sanctions Compliance

We comply with all applicable global sanctions and export control laws. Candidates must not be listed on any government restricted party lists (including OFAC SDN List and U.S. Commerce Department restricted lists) and must certify that their employment would not violate any sanctions or export control regulations. Candidates must notify us of any changes to their status during the application process or subsequent employment.

U.S. Work Authorization: This role is not eligible for employer-sponsored work visas. Applicants must be authorized to work in the U.S. without current or future sponsorship.

Tricentis is a global leader in continuous testing and quality engineering. The Tricentis AI-based, continuous testing portfolio of products provide a new and fundamentally different way to perform software testing. An approach that's totally automated, fully codeless, and intelligently driven by AI. It addresses both agile development and complex enterprise apps, enabling enterprises to accelerate their digital transformation by dramatically increasing software release speed, reducing costs, and improving software quality. Widely credited for reinventing software testing for DevOps, cloud, and enterprise applications, Tricentis has been recognized as a leader by all major industry analysts, including Forrester, Gartner, and IDC. Tricentis has more than 3,000 customers, including the largest brands in the world, such as McKesson, Allianz, Telstra, Dolby, and Vodafone. To learn more, visit https://www.tricentis.com.