Vice President, Americas Channel Sales

1 day ago

Boston, United States Arena Full time

Vice President of Americas Channel Sales is responsible for developing and executing a comprehensive sales strategy with the objective of driving revenue growth through direct sellers and a partner ecosystem. The Commercial segment focuses on companies with annual revenue below $2B and includes run rate accounts with growth potential as well as new logo acquisition targets. Reporting to the DVP of Americas Sales, the role requires a strategic leader with a strong background in both direct and channel sales. A key part of this role is developing strategies to monitor and analyze sales performance, providing detailed insights and reports to senior management.

The VP is responsible for selecting the most efficient growth strategy, utilizing either commercial direct selling or channel partner approaches. Commercial direct selling leverages Market Directors, Channel Account Managers (CAM), and Associate Channel Account Managers (ACAM). Channel sales are driven by Partner Sales Representatives (PSR). The VP also oversees Channel Partner Managers (PM), who are responsible for PSR productivity and strategic partner planning.

Moreover, this position involves identifying, recruiting, and onboarding new channel partners. It also requires maintaining strong relationships with current partners to boost sales and ensure their satisfaction. The individual will negotiate and manage partnership agreements, making sure they align with the company's objectives and policies.

Key Responsibilities:
  1. Cultivate and maintain strong relationships with existing channel partners to drive sales and ensure partner satisfaction.
  2. Conduct annual partner planning meetings and quarterly business reviews with partners.
  3. Collaborate with marketing and product teams to create and implement joint marketing campaigns and sales initiatives.
  4. Collaborate with partners to design and implement campaigns for pipeline generation.
  5. Develop a cadence of reviews to assess potential deals and create actionable plans.
  6. Engage in direct sales activities, including prospecting, presenting, pipeline development and closing deals.
  7. Develop strategies to capitalize on industry trends and outperform competitors.
Skills and Knowledge:
  1. Exceptional sales presentation, communication, relationship-building, negotiation, and conflict management.
  2. Proficient at building effective teams, both inside and outside the company.
  3. Solid understanding of product development and discrete manufacturing business operations.
Experience:
  1. Bachelor's degree in Business, Marketing, or a related field; MBA preferred.
  2. 5+ years sales leadership experience.
  3. 10+ years experience in channel sales.
  4. 20+ years overall experience in technology sales.
  5. Demonstrated success in achieving sales targets and driving revenue growth through channel partnerships.
Minimum Qualifications:
  1. Deep knowledge of the Americas commercial market and channel ecosystem, with a proven track record in driving growth.
  2. Proficient in CRM software and Microsoft Office Suite, with strong analytical and reporting capabilities.

At PTC, we believe in the power of diverse ideas and perspectives. As a global company that values and respects all identities, cultures, and perspectives, we strive to create an inclusive PTC for ALL through an environment where everyone feels like they belong and are empowered to bring their true, authentic selves to work. Proud to be an Equal Opportunity and Affirmative Action Employer, we welcome applicants from all backgrounds and hire without regard to race, national origin, religion, age, color, ethnicity, ancestry, marital status, sex (including pregnancy), sexual orientation, gender identity, gender expression, genetic identity, disability, veteran status, or any other characteristic protected by local, state, or federal laws, rules, or regulations.

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