Channel Partner Manager

Our world is transforming, and PTC is leading the way. Our software brings the physical and digital worlds together, enabling companies to improve operations, create better products, and empower people in all aspects of their business.

Our people make all the difference in our success. Today, we are a global team of nearly 7,000 and our main objective is to create opportunities for our team members to explore, learn, and grow - all while seeing their ideas come to life and celebrating the differences that make us who we are and the work we do possible.

The CPM position is responsible for planning, executing, and managing a strategy to produce forecastable revenue growth through indirect sales channels. Accomplishing this objective requires a strong focus on and understanding of the Partner’s business model, operating capabilities and plans for growth via sales of PTC products and related services - as well as the skills and influence to lead partners to improve their capabilities.

The CPM is the person most directly responsible for ensuring that “Our Partners’ Success Is Our Success.” The CPM’s purpose is to plan and manage a portfolio of indirect channel partners by engaging each one, learning their needs, and adding value, while coordinating with the PTC Field Channel Organization and Worldwide Channel Team to drive channel performance and achieve PTC’s business objectives: market coverage, forecastable revenue growth, and product adoption.

This responsibility is focused on forecasting and managing the revenue from indirect channel Partners, including securing Partner revenue commitments, tracking Partner Sales Pipeline progress, and managing deal / contract cycles. Channel Revenue Management also includes Partner sales coaching and co-selling when appropriate to advance specific sales opportunities, plus focus on attainment of Subscription renewals.

**Day-To-Day**:
1. Achieve license revenue targets / quotas with portfolio of Partners.

2. Develop and maintain an adequate (e.g., 3X) pipeline with individual Partners and across the portfolio of Partners.

3. Establish and maintain forecast accuracy for the portfolio of Partners and enforce accountability with a regular sales forecasting process.

4. Establish and maintain a focus on the Partner Global Support base to achieve maintenance objectives for PTC and the Partner base.

5. Manage Account Receivables (A/R) with portfolio of Partners, including execution of A/R policy.

6. Manage and oversee deal registration, lead distribution, and appropriate reporting for transparency within PTC and for the Partner.

7. Coach and mentor multiple levels of Partner personnel to advance Partner productivity in the sales cycle, in particular - when appropriate - active involvement in larger deals and ensuring appropriate resources are provided in support of Partners.

**Preferred Skills and Knowledge**:
1. This role must have a strong financial and/or strategic planning and execution background and the ability to work comfortably with executives in Partner organizations and PTC sales and executive management.

2. A working knowledge of sales processes and PTC products is essential.

3. Excellent oral/written communication & listening skills necessary to present information, analysis & recommendations to all levels of employees, including executive management.

4. Extensive knowledge of Channel Sales and the third-party reseller business model is essential.

5. Account selling and account management skills and experience at multiple levels.

6. Fluent in English

**Preferred Experience**:
1. PTC Channel Partner Managers must demonstrate strong experience in channel management and/or channel sales along with deep knowledge of solution provider and reseller channel business planning and execution.

2. Experience in dealing with Cross Functional Teams.

3. Negotiation experience.

4. 10+ years of relevant professional experience

5. Prior Experience working with Partners

6. Experience in working with Software vendors within the Manufacturing industry

Life at PTC is about more than working with today’s most cutting-edge technologies to transform the physical world. It’s about showing up as you are and working alongside some of today’s most talented industry leaders to transform the world around you.