As the Alliance Partner Manager at PTC System, you will be responsible for leading strategic partner engagement, driving ecosystem growth, and executing joint go-to-market (GTM) strategies across our core technology partner landscape.
Working closely with Sales, Pre-Sales, and Business Development teams, you will strengthen partner alignment, maximize partner-led pipeline, and accelerate business growth. You will manage a portfolio of key OEMs and ecosystem partners across Enterprise IT Infrastructure, AI Infrastructure, Cybersecurity, and Cloud Solutions
Pipeline & Revenue Generation: Drive partner-influenced and partner-led pipeline creation, co-selling execution, and revenue growth.
Opportunity Identification: Collaborate with Sales and Pre-Sales teams to map customer accounts, identify whitespace opportunities, and execute joint target pursuits.
Co-Sell & Solution Positioning: Facilitate joint co-sell motions, position integrated AI-enabled and hybrid infrastructure solutions, and lead joint GTM campaigns.
Events & Initiatives: Plan and execute joint partner events, executive briefings, and ecosystem marketing initiatives to enhance market presence.
Tier Status & Compliance: Proactively maintain partner program tier statuses, manage certification renewals, and ensure strict compliance with partner program requirements.
Commercial Benefits: Maximize revenue back-margins, deal registration protections, quarterly/annual rebates, and Marketing Development Funds (MDF) eligibility.
Cross-Functional Orchestration: Serve as the primary internal and external liaison, coordinating between internal teams (Sales, Technical Solutions, Operations) and external OEM partner managers.
Business Reviews & Reporting: Conduct periodic Business Reviews (QBRs) with key OEM partners and present performance dashboards to PTC leadership.
Enablement & Awareness: Drive internal awareness of partner strategies, solution updates, battlecards, and joint ecosystem priorities across the sales organization.
Performance Tracking: Track, measure, and report on key metrics including partner-influenced revenue, deal registrations, coverage effectiveness, and joint engagement levels.
Qualifications & Requirements
Experience: 5–10 years of successful experience in partner management, alliances, sales, business development, or technology ecosystem roles.
Domain Knowledge: Strong background in the IT System Integration (SI) landscape, with solid domain familiarity across enterprise IT infrastructure (e.g., storage/compute, networking), AI/HPC solutions, cybersecurity, or hybrid cloud.
Strategic & Commercial Acumen: Proven track record of navigating vendor partner programs, optimizing deal registration/rebate schemes, and managing joint MDF budgets.
Stakeholder Management: Exceptional communication, negotiation, and relationship-building skills across both business executive and technical audiences.
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