Enterprise Solution Architect / Sales Engineer.
Title: Enterprise Solution Architect / Sales Engineer Location: Germany (Remote) / Austria (Vienna) Languages: German and English Tricentis is seeking a Solution Architect who sits at the heart of the Tricentis sales organisation not as a support function, but as the technical owner of the sales cycle. You'll partner directly with Account Executives to qualify and advance enterprise opportunities, acting as the bridge between customer technical requirements and the Tricentis platform. The expectation is simple: own the technical win. This is a role for someone who is technically deep, commercially sharp, and driven to close. You'll operate across discovery, demonstration, architecture, and executive engagement and you'll do it across some of the largest enterprise accounts in the German region. Responsibilities: Lead structured discovery sessions to surface customer pain and translate it into a compelling Tricentis value proposition Deliver consultative, 'art of the possible' platform demonstrations across Test Automation, Test Management, Performance Testing, Change Intelligence, Data Integrity, and AI Take full technical ownership of the sales cycle; discovery, demos, workshops, RFIs, RFPs, security questionnaires, and architecture discussions coordinating SME input where needed Build trusted relationships with technical decision-makers and influencers across complex, multi-stakeholder enterprise accounts Develop per-account adoption strategies with your AE and present them to executive stakeholders, internally and externally Support the creation of business cases and ROI models that justify investment and accelerate close Evangelise Tricentis QA methodology and best practices as a trusted advisor Feed innovations and field learnings back into the wider pre-sales community Stay current on products, competitive landscape, and industry trends through ongoing self-development Who you are: Accountable for the technical outcome - you own the result, not just the process, and take full responsibility for driving the deal forward technically Self-motivated and gritty - you set ambitious goals, persevere through complex sales cycles, and deliver results without handholding Technically curious - you have a genuine desire to understand how things actually work under the hood, and you continuously refine your approach through feedback and self-development Commercially aware and scrappy - you understand buying dynamics, can navigate complex multi-stakeholder enterprise cycles, and find creative ways to win regardless of the constraints A strong communicator across all levels - from architects to C-suite, you adapt your approach to the audience and demonstrate strategic thinking as well as tactical precision Collaborative by de...