Alliance/Partner Manager

PTC; Barcelona; Presencial; EUR 70.000 - 90.000; Jornada completa

Descripción de la vacante

PTC is looking for a strategic Alliances Manager for Hyperscalers in EMEA to enhance partnerships with Microsoft and AWS. The role focuses on accelerating joint sales, developing business plans, and building relationships across the global alliances organization. Candidates should have over 7 years of experience in strategic partnerships or enterprise sales, a proven track record in complex environments, and familiarity with engineering software solutions. Ability to travel is also required.

Formación

• 7+ years of experience in strategic partnerships, alliances or enterprise sales.
• Proven track record in complex environments.
• Familiarity with engineering software or industry-specific software solutions.

Responsabilidades

• Serve as the primary regional sales leader to Microsoft and AWS.
• Develop and execute a joint regional business plan.
• Drive co-sell motions and facilitate solutions in marketplace.

Conocimientos

Strategic partnerships

Enterprise sales

Partnership alignment

Sales motions navigation

Descripción del empleo

PTC is seeking a strategic and field-oriented Alliances Manager, Hyperscalers – EMEA to drive co-selling and partnership alignment between PTC and our Hyperscaler partners across the EMEA region. This role sits within the Global Alliances organization and reports directly to the Global Lead for Hyperscalers.

The primary focus is to accelerate joint sales motions, expand account penetration, and foster strong relationships between PTC and the sales teams at Microsoft and AWS in EMEA. This role drives joint business outcomes through co‑innovation, co‑selling, and go‑to‑market execution alignment between PTC and our Hyperscalers. The position requires strong executive engagement, strategic planning, and orchestration across PTC and partner stakeholders to maximize co‑sell, marketplace transactions, and joint growth.

Key Primary Responsibilities

• Serve as the primary regional sales leader to Microsoft and AWS, building trusted relationships with key stakeholders across the PTC’s EMEA sales organization and the hyperscaler’s partner, industry, sales, marketing and technical teams.
• Develop and execute a joint regional business plan aligned to Microsoft and AWS’s priorities and PTC’s growth objectives. Lead quarterly business reviews and annual planning sessions with key executives.
• Drive Co‑sell motions and facilitate our solutions are transactable in the Microsoft and AWS Marketplace.
• Track and report joint pipeline, forecast, and key alliance KPIs; provide regular updates on partnership performance, opportunities, and risks.
• Articulate joint value around PTC’s Intelligent Product Lifecycle, AI, SaaS with our hyperscaler partner solutions.
• Collaborate with marketing to secure participation in events, featured partner showcases, industry initiatives, and demand gen activities.
• Navigate hyperscaler incentive programs to optimize funding that is available to accelerate and close joint deals.
• Act as the regional internal champion for PTC’s hyperscaler partners, ensuring alignment across sales, marketing, product, and executive leadership.
• Collaborate with PTC’s partner organization (GSI, Channel, Tech Partners) to identify and support GTM aligned to overarching strategies.

Qualifications and Experience

• 7+ years of experience in strategic partnerships, alliances or enterprise sales. Background with AWS, Microsoft, or Enterprise Engineering software company preferred.
• Proven track record within large‑scale, complex environments, with the ability to effectively navigate and influence within these structures.
• Familiarity with engineering software or industry‑specific software solutions (i.e., PLM, CAD, ALM, simulation tools)
• Firm understanding of sales motions within key verticals, MedTech, Industrial, Automotive, Aerospace & Defense, and High Tech/Electronics.
• Ability to travel (~25%) for client meetings, internal alignment sessions, partner events, etc.