Senior Manager, Subscription Management - SER

PTC; Milano; In loco; EUR 110.000 - 170.000; Tempo pieno

Descrizione del lavoro

PTC is seeking an experienced commercial leader to head the Southern Europe Region Subscription Management team. This role focuses on renewal performance, ARR retention, churn mitigation, and forecast accuracy across direct and channel channels within a dynamic software portfolio.

The candidate will lead a regional team, collaborate with Sales, Customer Success, Channel, Operations, Legal, Finance, and Product Management, and drive transformation programs to maximize recurring revenue and

Competenze

• 8+ years of experience in subscription management, renewals, customer success, sales operations, commercial operations, or related fields.
• 3+ years of people leadership experience with evidence of talent development and performance improvement.
• Proven experience managing complex recurring revenue businesses.
• Experience working with indirect/channel sales models.
• Experience leading cross-functional initiatives and transformation programs with stakeholder adoption and measurable outcomes.
• Coaching commercial teams through deal, forecast, negotiation, risk, and stakeholder-management scenarios.

Mansioni

• Own renewal performance, customer retention, ARR preservation, churn mitigation, forecast accuracy, and commercial lifecycle execution for SER across direct and channel business.
• Lead and develop a high-performing regional Subscription Management team with clear priorities, accountability, transparency, and a One Team mindset.
• Drive strategic initiatives and transformation programs by aligning stakeholders and creating practical adoption plans.
• Establish an operating rhythm for cross-functional alignment, escalation, decision-making, and adoption tracking.
• Provide leadership on complex renewals, negotiations, contract modernization, and partner-led opportunities.
• Coach Managers on renewal risk qualification, account planning, forecast hygiene, and stakeholder mapping.
• Set measurable expectations and inspect work through forecast reviews and coaching.
• Use data and governance to identify risks and opportunities and improve execution predictability.
• Build strong relationships with customers, partners, and internal stakeholders to maximize outcomes.

Conoscenze

Executive communication

Stakeholder management

Change leadership

Forecasting

Strategic thinking

Prescriptive coaching

Influence without authority

Customer-centric mindset

Commercial acumen

Strumenti

Salesforce

Descrizione del lavoro

• Proven experience managing complex recurring revenue businesses.

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.

Position Summary

We are seeking an experienced commercial leader to lead the Southern Europe Region (SER) Subscription Management team. This role is responsible for driving subscription renewal performance, ARR retention, churn mitigation, forecasting accuracy, commercial lifecycle management, and strategic business programs across both direct and channel business.

The successful candidate will lead a regional team of Subscription Managers while partnering closely with Sales, Customer Success, Channel organizations, Operations, Legal, Finance, and Product Management. The role combines people leadership, commercial strategy, operational excellence, and transformation leadership to maximize customer retention and recurring revenue growth.

A core expectation is the ability to convert strategy into adopted change. The candidate must demonstrate, with concrete examples, how they align stakeholders with competing priorities, create clarity on the business case for change, secure commitment, remove resistance, and drive adoption through disciplined execution, communication, and measurable follow-through.

Equally critical is a hands-on coaching orientation. The candidate must prove that they can set explicit performance expectations, observe real work, give timely and direct feedback, coach renewal strategy and stakeholder engagement, build individual development plans, and follow through until behavior and business outcomes improve.

The position plays a critical role in leading key business motions including renewal governance, contract optimization and modernization, forecast management, partner enablement, and cross-functional transformation programs.

Key Responsibilities

• Own renewal performance, customer retention, ARR preservation, churn mitigation, forecast accuracy, and commercial lifecycle execution for SER across direct and channel business.
• Lead and develop a high-performing regional Subscription Management team with clear priorities, strong accountability, transparency, customer focus, continuous learning, and a One Team mindset.
• Drive strategic initiatives and commercial transformation programs by building the stakeholder map, aligning Sales, Customer Success, Channel, Finance, Legal, Operations, and Product around the business case, anticipating friction, and creating a practical adoption plan.
• Establish a clear operating rhythm for cross-functional alignment, escalation, decision-making, communication, and adoption tracking, ensuring that agreed changes move from discussion to executed behavior.
• Provide leadership and guidance on complex renewals, customer negotiations, commercial escalations, contract modernization, and partner-led business opportunities.
• Coach Subscription Managers through specific behaviors: qualification of renewal risks, executive-level account planning, commercial negotiation preparation, stakeholder mapping, forecast hygiene, customer value articulation, and post-renewal learning reviews.
• Set measurable expectations, inspect work through forecast reviews and deal coaching, provide direct feedback, document development actions, and hold team members accountable for improvement.
• Use data, governance adherence, process discipline, and clear business reviews to identify risks and opportunities early and improve predictability and scalable execution.
• Build strong relationships with customers, partners, and internal stakeholders to maximize business outcomes and reinforce Subscription Management as a trusted commercial partner.

What Success Looks Like

The successful candidate builds a highly engaged, collaborative, and accountable team that consistently delivers strong renewal performance while maintaining a positive and supportive culture.

They are recognized as a leader who can make change happen, not only talk about it. Stakeholders understand the why, know what is expected of them, commit to the new way of working, and see progress through clear communication, governance, adoption tracking, and measurable behavior change.

Their coaching has visible impact. Team members improve how they prepare renewals, manage risk, engage stakeholders, articulate customer value, inspect forecasts, and learn from outcomes. Coaching is not generic encouragement; it is specific, observable, repeated, and connected to measurable business behaviors, with clear feedback and follow-up.

Success is demonstrated through strong business outcomes, effective cross-functional partnerships, operational excellence, talent development, and a culture where communication, knowledge sharing, innovation, and continuous improvement are embedded in the way the team operates.

Experience

Required Qualifications

• 8+ years of experience in subscription management, renewals, customer success, sales operations, commercial operations, or related fields.
• 3+ years of people leadership experience with clear evidence of developing talent and raising performance standards.
• Proven experience managing complex recurring revenue businesses.
• Experience working with indirect/channel sales models.
• Demonstrated success leading cross-functional initiatives and business transformation programs where stakeholder adoption was required, including evidence of stakeholder mapping, resistance management, communication rhythm, adoption metrics, and measurable behavior or outcome change.
• Demonstrated experience coaching commercial teams through concrete deal, forecast, negotiation, risk, and stakeholder-management scenarios, including diagnosis of performance gaps, specific interventions, direct feedback, follow-up, and measured improvement.

Skills & Competencies

• Executive-level communication and stakeholder management with the ability to influence senior leaders across functions and geographies.
• Change leadership: can diagnose resistance, build coalitions, create adoption plans, communicate the why, hold stakeholders accountable for execution, and show how change moved from alignment to adopted behavior.
• Commercial acumen and strong business judgment.
• Forecasting and analytical capability with the discipline to translate insights into action.
• Strategic thinking with strong operational execution.
• Prescriptive coaching capability: can observe performance, identify the specific gap, give direct feedback, define the expected behavior, follow up until improvement is visible, and connect coaching to renewal, forecast, negotiation, or stakeholder-management outcomes.
• Ability to influence without authority while remaining clear, constructive, and outcome-oriented.
• Customer-centric mindset with a focus on business outcomes.

Preferred Background

• Experience in enterprise software, SaaS, PLM, CAD, or technology industries.
• Experience managing international teams and complex regional businesses.
• Familiarity with CRM and forecasting systems such as Salesforce.
• Experience supporting large channel ecosystems and partner-led business models.

Life at PTC

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.

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