Strategic Account 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.  

Requirements:

• Set & follow quarterly/yearly goals in line with PTC Values and Account Manager Journey milestones.
• Research, introduce, and put together an engagement plan for the assigned account list to identify ARR growth potential (even, downsell, upsell).
• Maintain an accurate Salesforce record on assigned accounts (e.g. employee size, contacts, calls, tools, next steps) ensuring all relevant information is within Salesforce.
• Proactively reach out to customers to understand their requirements.
• Identify potential opportunities, recommend solutions, and expand on inbound requests for increased annual reoccurring revenue and application adoption. 
• Assist Renewal Specialists with renewal opportunities to notify of risk, ensure accuracy with quoting, assist in negotiating with customer when needed, and identify expansion at the time of renewal. 
• Ensure prompt (same business day acknowledgment) and accurate responses to inbound customer requests and internal communications.
• Set expectations on expected turn-around time and stay on top of required follow-up activity. 
• Build strong relationships by maintaining regular communication and resolving any potential areas of dissatisfaction, escalating internally where appropriate.
• Work closely with Customer Success and leverage Gainsight application usage metrics to identify adoption opportunities, record notes/action items, and collaborate on calls to action/assigned playbooks.
• Collaborate with management to develop sales strategies leveraging MEDDIC and Command the Message value framework for key opportunities. 
• Use Salesforce CPQ to provide quotations when timing of a new opportunity is identified.
• Work closely with Deal Desk and management to share pricing details with customers. 
• Actively engage for internal meetings, present prepared required content, attend on-going sales enablement, and collaborate with internal teams.
• In accordance with PTC Dress Code standards showcase polished presentation for virtual meetings with camera on at a dedicated workstation. 
• Scheduled meetings will require time for proper planning and internal alignment. 
• Travel up to 25% of the time may be required to provide on-site visits to assigned account base, support PTC hosted customer road-show events, and PTC internal on-sites. 

Execution Requirements

• Account manager is responsible to effectively time manage and set proper expectations when scheduling meetings that require additional resources.
• Work cross-functionally with other departments in support of PTCs vision and values. Cross functional departments include:

o Renewal Specialists 
o Sales Management
o Marketing
o Account Executives
o Finance
o Deal-Desk
o Orders
o IT
o Sales Operations
o Validation 
o Security
o Product
o Solution Consultants
o Solution Architects
o Customer Success Coaches
o Customer Success Training Instructors
o 3rd Party Partners

• Collaborate and prepare internally with Solution Consulting team when providing demonstrations of new products to assigned account base. 
• Account Manager will be responsible to lead Discovery, Demo introduction with customer specific Arena slides, provide input and clarity during demonstration with Solution Consultant, and clearly speak to next steps including potential for trial (if applicable). 
• Leverage current tools and enablement materials for consistent success.
• Become a subject matter expert for assigned tool and sharing best practices amongst team members.
• Be able to self-assess proficiency level in role and milestone achievements within the Account Manager Journey. 
• Receive coaching and feedback on performance during 1 on 1 to ensure timeline is on track with established goals and PTC Values are consistently executed. 
• Effectively communicate quote requirements to manage expectations with customer, understand steps to close, create urgency in timeline (where possible), and accurately maintain Forecast report details in Salesforce.
• Account Manager will be required to speak to Steps to Close for all opportunities in Forecast over $10,000 for scheduled internal meetings.
• Account Manager will also be accountable to the best/likely/worst estimation based on current understanding and stage of opportunity. 
• As part of a Modern Workforce with virtual teams, Account Managers will follow a daily schedule while prioritizing customer meetings. 

PTC carefully considers a wide range of compensation factors, which may include the background and experience of all applicants, which can cause your compensation to vary. PTC anticipates the salary range for this position to be between 75,000-85,000.  The actual pay may be lower or higher depending on your skills, qualifications, experience, and location. Additionally, this role might be eligible for discretionary bonuses. Also, every PTC employee also has the opportunity to become a PTC shareholder, both through its stock grant programs or its employee share purchase program which allows employees to purchase PTC stock at a discount. We offer all kinds of ways to experience well-being, confidence, and satisfaction. Depending on your location, you will have the opportunity to participate in PTC’s benefit plans, including medical, dental and vision insurance, Paid Time Off and Sick Leave Policies, Tuition Reimbursement, 401K, flexible spending accounts, life insurance and disability coverage.  Note: PTC benefits programs are subject to eligibility requirements. 

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.

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. 

If you share our passion for problem-solving through innovation, you’ll likely become just as passionate about the PTC experience as we are. Are you ready to explore your next career move with us?