Director, Americas ALM Sales

About the Role

PTC is looking for an ambitious U.S.-based Sales Leader for the ALM Segment in the Americas to lead the sales of PTC’s industry-leading Application Lifecycle Management (ALM) software and continue our track record of double-digit growth. The right candidate will build and lead a world-class sales team, develop talent, implement sales processes, and partner with field selling ecosystems, product management, marketing, inside sales, and other functional organizations to drive new ACV bookings for ALM within the Americas.

Responsibilities

• Develop and implement a comprehensive ALM sales strategy aligned with company goals and objectives to drive double-digit revenue growth and market share expansion.
• Retain, train, mentor, and motivate a team of five ALM sales specialists, ensuring they have the necessary tools and resources to achieve individual and team targets.
• Recruit top talent to grow the team.
• Analyze market trends, identify new business opportunities, and optimize sales territories for optimal coverage.
• Cultivate and maintain relationships with key clients, ensuring customer satisfaction, retention, and identifying upsell/cross-sell opportunities.
• Stay informed about industry trends, competitor activities, and customer needs to adjust sales strategies and maintain a competitive advantage.
• Drive new ACV growth and pipeline creation according to plan and manage all KPIs (e.g., new ACV, new bookings by driver, churn) according to a Sales Leader Management Operating Rhythm.
• Enable the sales team with Field Academy training, Mastering the Customer Conversation Skills, and other techniques to build product knowledge, sales techniques, and overall effectiveness.
• Work closely with regional sales leadership, inside sales, marketing, product management, and customer support teams to drive effective go-to-market strategies and ensure customer success.
• Manage and allocate regional sales budgets effectively to maximize ROI and achieve desired outcomes.
• Conduct weekly forecast and pipeline reviews to track and drive maturation of existing opportunities and encourage additional opportunities.

Requirements

• Bachelor’s degree or equivalent experience.
• Minimum of 5 years of experience in ALM sales.
• Proven track record of achieving and exceeding annual sales targets and objectives with demonstrated success in managing a high-performing sales team.
• Exceptional interpersonal skills to build and maintain strong relationships with colleagues and customers.
• Ability to travel as needed.

Skills

• Leadership skills with the ability to inspire a sales team to achieve and exceed targets.
• Understanding of the ALM industry core solutions, main competitors, and disruptive/emerging technologies.
• Excellent communication, negotiation, and presentation skills.
• Strong analytical and strategic thinking skills to drive data-based decision-making.
• Demonstrated ability to manage key accounts and cultivate successful customer relationships.
• Proficiency in using SFDC CRM, Clari forecast management, Qlik analytics tools, and other sales-related tools.
• Outstanding organizational and time management abilities.
• Creative, collaborative mindset with the capability to work effectively across various territories and regions in the Americas.

Pay

The anticipated annual salary range for this position is between $250,000 - $300,000. This range encompasses both the base salary and the on-target incentive compensation that may be attained in this role. Actual compensation may vary based on a candidate's skills, qualifications, experience, and location.

Benefits

• Eligibility to participate in the employee share purchase program (ESPP) allowing for the purchase of discounted PTC stock.
• Certain roles may also be eligible for participation in equity programs.
• Medical, dental, and vision insurance.
• Paid time off and sick leave.
• Tuition reimbursement.
• 401(k) contributions and employer match.
• Flexible spending accounts.
• Life insurance and disability coverage.
• For office-assigned employees, a generous commuter subsidy.

All total rewards and benefits programs are subject to plan eligibility and other terms and conditions.