Senior Director, Partner Management and Sales (m/f/d)

Senior Director, Partner Management and Sales (m/f/d)

We are XPLM Solution Inc, a subsidiary of Aras Corp, leading provider of integration solutions for product development software. We seek an experienced leader to drive revenue growth through partner ecosystem and sales function.

Key Responsibilities

• Lead, coach, and develop a team of channel sales and partner managers, fostering a high-performance, collaborative culture.
• Drive accountability and achievement of team quotas.
• Conduct regular pipeline reviews, deal strategy sessions, and provide ongoing mentorship.
• Partner with Sales, Partner Management, Marketing, Finance and Operations to ensure territory coverage, lead generation, and campaign execution.
• Participate in company-wide strategic planning and commercial leadership.
• Own and present sales and partnership performance reports to executive stakeholders.
• Monitor market trends, competitor activities, and evolving partner landscapes.
• Attract, onboard, and retain top sales talent.
• Own and exceed a global XPLM team quota.

Partner & Channel Management

• Develop and execute a partner strategy aligned with business goals.
• Recruit, onboard, and enable strategic partners (VARs, system integrators, OEMs, alliances).
• Build joint business plans with partners, including co‑selling and co‑marketing activities.
• Track partner performance, engagement, and ROI through dashboards and KPIs.
• Manage contract negotiations, compliance, and renewals.

Sales Execution & Strategy

• Own and manage complex enterprise sales cycles, from prospecting to negotiation and closure.
• Develop and execute global go‑to‑market strategies aligned with company growth objectives.
• Identify, qualify, and expand opportunities within both new and existing accounts.
• Establish executive‑level relationships with strategic customers and partners to expand influence and revenue.

Business & Revenue Growth

• Ensure consistent pipeline coverage to meet quarterly and annual growth objectives.
• Leverage industry trends, customer insights, and competitive intelligence to refine sales strategies.
• Drive upsell, cross‑sell, and expansion opportunities across the region.
• Provide accurate, timely forecasting and reporting to senior leadership.
• Represent the company at industry events, conferences, and customer forums as a regional thought leader.

Required Qualifications

• 5‑10 years minimum experience in B2B enterprise software sales & partner/channel management (PLM, CAD, industrial software preferred).
• Proven success in leading and managing sales teams, preferably in the software or technology sector.
• Proven track record in meeting or exceeding revenue targets across direct and indirect channels.
• Track record of exceeding multimillion‑dollar quotas (individual and team).
• Deep technical understanding of product lifecycle management, CAD/ECAD, simulation tools, ERP/ALM interconversions.
• Demonstrated ability to navigate and close complex, multi‑stakeholder deals.
• Strong leadership and organizational skills; ability to manage remote or cross‑regional teams.
• Excellent communication, coaching, and interpersonal skills.
• Bachelor’s degree in engineering, Computer Science, Business or related field. Master’s or MBA is a plus.
• Willingness to travel up to 40%.
• High resilience, growth mindset, and passion for building winning teams.
• English proficiency is required.
• Understanding of cultural differences.

Preferred Attributes

• Experience working with ISV partners, resell partners, OEMs, system integrators, and PLM vendors.
• Familiarity with “digital thread” concepts, interoperability standards, data migration/conversion.
• Exposure to sustainability and regulatory compliance in product lifecycle (digitalization + eco‑concerns).
• Multilingual skills.
• Established executive network within target industries.
• Ability to balance strategic leadership with hands‑on selling.