Fellow Sales Account Manager

PTC; Milano; In loco; EUR 120.000 - 170.000; Tempo pieno

Descrizione del lavoro

Onshape, a PTC SaaS business, seeks a Director of Account Management to lead strategic growth across a portfolio of enterprise accounts in EMEA. You will drive retention, expansion, and long-term success while building executive-level relationships with engineering, product development, and operations leaders.

This highly strategic role focuses on growing recurring revenue, expanding platform adoption, and ensuring customers realize measurable business value from their investment in Onshape.

Competenze

• 8+ years in enterprise account management or related roles.
• Proven track record growing and renewing large SaaS or subscription accounts.
• Experience in CAD, PLM, Product Development, or related industries is strongly preferred.
• Fluency in English and Italian.

Mansioni

• Own a portfolio of key enterprise and strategic accounts.
• Develop and execute multi-year account growth strategies.
• Drive net revenue retention through upsell, cross-sell, and expansion opportunities.
• Identify new business units, geographies, and use cases within customer organizations.
• Build executive relationships with senior stakeholders and conduct value-focused business reviews.
• Partner with Sales, Customer Success, and Product teams to ensure coordinated account planning.

Conoscenze

Executive presence

Consultative selling

Strategic thinking

Forecasting & pipeline

Collaboration & accountability

Stakeholder influence

Descrizione del lavoro

Onshape, a PTC SaaS business, is transforming product development with the world's leading cloud-native CAD and Product Development platform. Built for today's distributed engineering teams, Onshape combines CAD, PDM, collaboration, and analytics in a single SaaS environment, helping companies accelerate innovation while eliminating the limitations of legacy desktop solutions.

Your Impact

As Director, Account Management, you will lead strategic customer growth across a portfolio of Onshape's largest and most valuable accounts. You will be responsible for driving retention, expansion, and long‑term customer success while building executive‑level relationships with engineering, product development, and operations leaders.

This is a highly strategic role focused on growing recurring revenue, expanding platform adoption, and ensuring customers realize measurable business value from their investment in Onshape.

The Team

You will be part of a high‑performing international sales organization and work closely with Customer Success, Technical Services, Strategic Sales, Marketing, and Product teams. You will serve as a trusted advisor to customers while influencing Onshape's continued growth across EMEA.

Key Responsibilities

Strategic Account Growth

• Own a portfolio of key enterprise and strategic accounts.
• Develop and execute multi‑year account growth strategies.
• Drive net revenue retention through upsell, cross‑sell, and expansion opportunities.
• Identify new business units, geographies, and use cases within customer organizations.

Executive Relationship Management

• Build trusted relationships with senior technical and business stakeholders.
• Conduct regular executive business reviews focused on value realization and strategic outcomes.
• Position Onshape as a critical platform supporting digital transformation and product development initiatives.

Revenue Ownership

• Achieve and exceed annual and quarterly expansion revenue targets.
• Drive forecasting accuracy and pipeline visibility through Salesforce.
• Develop account plans, growth strategies, and opportunity roadmaps.

Customer Advocacy & Retention

• Partner closely with Customer Success to maximize adoption and customer outcomes.
• Proactively identify risks and develop mitigation plans to protect recurring revenue.
• Champion customer feedback internally to improve the customer experience.

Cross-Functional Leadership

• Partner with Technical Services on complex customer solutions.
• Collaborate with Marketing on account‑based programs and customer advocacy initiatives.
• Work closely with Sales leadership to ensure coordinated territory and account planning.
• Mentor junior Account Managers and contribute best practices to the broader organization.

Required Skills & Attributes

• Exceptional executive presence and communication skills.
• Strong consultative selling and relationship management capabilities.
• Strategic thinker with the ability to navigate complex enterprise organizations.
• Commercially driven with strong forecasting and pipeline management discipline.
• Highly collaborative, accountable, and customer focused.
• Ability to influence internal and external stakeholders at all levels.

Experience

• 8+ years of experience in enterprise account management, strategic sales, customer success, or related roles.
• Proven track record of growing and renewing large SaaS or subscription‑based accounts.
• Experience managing complex, multi‑stakeholder enterprise relationships.
• Demonstrated success achieving expansion revenue and retention targets.
• Experience in CAD, PLM, Product Development, Engineering Software, Manufacturing Technology, or related industries is strongly preferred.
• Experience working with executive‑level buyers and decision makers.
• Fluency in English and Italian

Success Measures

• Net Revenue Retention (NRR)
• Expansion Revenue Achievement
• Renewal Rate
• Customer Adoption and Utilization Metrics
• Executive Relationship Strength
• Forecast Accuracy
• Customer Satisfaction and Advocacy

Why Join Onshape?

• Help shape the future of cloud-native product development.
• Work with some of the most innovative engineering organizations worldwide.
• Join a fast‑growing SaaS business within PTC.
• Collaborate with talented colleagues across Sales, Customer Success, Product, and Technical Services.
• Make a direct impact on customer growth and business success.