Sales Account Executive - CAD Segment

The world’s most respected engineering companies are constantly seeking better ways to transform their businesses but struggle with complexity, legacy engineering design, analysis, and manufacturing processes and disconnected tool chains. Fortunately, PTC has 40 years of experience helping customers drive successfully in engineering and has the most innovative CAD portfolio on the market to solve the toughest engineering challenges.

Why This Role is Important and Will Drive Impact

PTC’s CAD segment continues to drive growth and build on our long track record of success so we’re in need of a highly motivated seller to join a competitive and highly awarded team of sales professionals. You’ll be front and center to drive engineering and design transformation, accelerate your sales career, and maximize earning potential.

The Opportunity

You’ll own a portfolio of named enterprise accounts and strategic prospects, with a large book of business. Our business is set up for a blossoming sales professional – encouraging sales culture, coaching and mentoring from successful sales leadership who encourage and foster career development, and of course strong financial upside. You’ll drive new and existing executive, engineering, IT, and procurement relationships using a consultative, value-driven sales process — from discovery to building a quantified business case to negotiation — while partnering closely with Enterprise Account Managers on an overall account strategy. In addition, you’ll have a team of technical experts, most of which with decades of experience, to help guide use cases, technical questions, demonstrations, and value assessments to help you prove value, de-risk deals, and identify expansion opportunities.

Responsibilities

• Report to the Regional Director of CAD Sales to drive new and expansion revenue for PTC CAD across targeted industries and set of named accounts to achieve a New ACV bookings target.
• Ensure you have disciplined pipeline creation, set of qualification criteria, and risk-adjusted forecast in SFDC.
• Leverage best in class tools like 6sense, SalesLoft, ZoomInfo, etc. to identify and build new relationships.
• Spend as much time onsite with your customers to deeply understand their workflows, processes, manufacturing sites, tool choices, challenges, etc. that help integrate yourself and PTC technology deeply into a customer’s workflow.
• Orchestrate complex cycles end-to-end—qualification, solution alignment, POV/POC, RFP responses, commercial negotiation, and close—coordinating SEs, product, marketing, and channel partners.
• Ensure customer outcomes post-sale by connecting value hypotheses to measurable results that justify scale-up and renewals.
• Leverage your technical product knowledge to translate complicated CAD features into easy-to-understand product pitches, negotiations, and demonstrations.

Ideal Candidate

• 3+ years’ enterprise software sales success (CAD/engineering software highly preferable but not required) with a proven track record of meeting or exceeding sales targets.
• High EQ – we win with empathy – both when working with customers and internally.
• High IQ – our customers' businesses are complex. Mechanical engineering, or computer science background/experience is preferred to enable credible conversations. However, if not, demonstrable proof of the intellectual curiosity and capability to pick up technical concepts and translate them to business value.
• Experience with a consultative selling process: discovery, solution crafting, executive storytelling, negotiation, and closing.
• Customer first mindset, highly collaborative externally and internally.
• Strong ethics – we win by driving value.
• Strong Excel, Word, PowerPoint, Outlook skills are absolutely required.
• Financially and career motivated with ability to articulate how your actions and decisions link back to your financial and career goals.
• Ambitious learner – both professionally and personally.
• Fluent level of English and availability to travel in Northern Europe (UK&I and Nordic countries) is required.

Seniority level: Associate

Employment type: Full-time

Job function: Sales and Business Development

Industries: Software Development