Vice President- GTM Strategies

ITC Infotech; Boston (MA); On-site; USD 170,000 - 230,000; Full time

Job summary

ITC Infotech is seeking a senior sales leader for its DxP Services (PLM) organization in the US & Americas. You will drive account revenue, build strategic client relationships, and expand our PLM footprint across verticals such as Industrial, Med Tech, FA& D, Automotive, Electronics, and Energy.

The role focuses on growing existing accounts, hunting new logos, and delivering business value through solution-based selling and a consultative client engagement approach.

Qualifications

• 22+ years of progressive experience in IT professional services and/or sales.
• 10+ years of recent experience selling PLM Solutions and transformation projects.
• Domain expertise in the manufacturing industry and understanding of buying behaviors.
• Strong internal stakeholder management in a global onsite–offshore model.
• Willingness to travel to support client opportunities and expansion.
• Experience supporting deal structuring and pricing, including value analysis and pricing negotiations.

Responsibilities

• Spearhead strategic growth by forging and sustaining high-impact client relationships across existing accounts and new logos.
• Focus on customer mapping, business value articulation, and deal support with cross-functional collaboration.
• Involve in proposal and SoW creation with pre-sales, SMEs, delivery, and procurement; analyze to recommend win-pricing and market trends.
• Analyze client goals and transformation agendas to map opportunities for differentiated value.
• Serve as primary point of contact for client escalations and strategic discussions.
• Maintain CRM accuracy and develop multi-threaded entry strategies into target organizations.

Skills

Client relationship management

Strategic selling

Deal negotiation

Travel willingness

Education

Bachelor’s or Master’s degree in engineering or business

Tools

CRM systems

Job description

ITC Infotech is a leading global technology services and solutions provider, led by Business and Technology Consulting. ITC Infotech provides business-friendly solutions to help clients succeed and be future‑ready, by seamlessly bringing together digital expertise, strong industry specific alliances and the unique ability to leverage deep domain expertise from ITC Group businesses. We provide technology solutions and services to enterprises across industries such as Banking & Financial Services, Retail, Healthcare, Manufacturing, Consumer Goods, Travel and Hospitality, through a combination of traditional and newer business models, as a long‑term sustainable partner.

ITC Infotech's business philosophy is that business is at the center and technology is an enabler, as reflected in its tagline, "Business-friendly Solutions." The company offers a wide range of services and solutions across key business areas, including CIO Services (Automation, Digital Workplace, ERP), Digital Experience (Experience Transformation), Industry 4.0 (Digital Manufacturing, SCM) and Product Lifecycle Management with DxP Services, a brand created with the acquisition of part of the PTC Services Organization in 2022. In the last seven years, ITC Infotech has successfully doubled its revenue from $250 million to $500 million+ annually, with its EBIT improving from 8% to over 18%.

This pivotal role within our DxP Services (PLM Service Line) organization focuses on expanding ITC Infotech’s footprint in extended PLM (CAD, ALM, SLM, MES) within US & rest of the Americas in verticals such as Industrial, Med Tech, FA&D, Automotive, Electronic & High Tech or Energy. The successful candidate will be responsible for growing the existing accounts and supporting the sales teams hunting net new accounts. They will be responsible for account‑level revenue growth, client satisfaction, and commercial governance by applying industry context to client-specific execution. The individual will be responsible for identifying and securing new business opportunities within new and existing clients and increasing revenue through strategic client partnerships. The ideal candidate will possess deep PLM process understanding and good industry knowledge, will have a background in solution‑based selling and a consultative approach to client engagement.

Areas of Responsibilities

• As a senior member within the DxP Services Go‑To‑Market team, you will spearhead strategic growth by forging and sustaining high‑impact client relationships, strengthening engagement across existing accounts, securing new logos, and expanding portfolios across diverse business groups.
• High focus on customer mapping, business value articulation, and deal support. Foster a culture of excellence, collaboration, and continuous learning to achieve team goals.
• Active involvement in proposal and SoW creation, ensuring collaboration across pre‑sales, SMEs, delivery, service lines, procurement, and legal. Ensure teams conduct quantitative analysis to recommend win‑pricing, including service line splits and competitive benchmarking, market analysis to identify trends, opportunities, and maintain a robust pipeline of strategic opportunities.
• Analyze client goals, pain points, and transformation agendas to create tailored customer maps. Identify opportunities for differentiated value delivery and influence client decision‑making.
• Serve as the primary point of contact for client escalations and strategic discussions.

What You Will Do

1. Account Revenue Ownership

• Delivery revenue and margin targets
• Drive PLM Go‑To‑Market and business development
• Develop annual account plans
• Identify incremental growth opportunities
• Maintain CRM accuracy

3. Client Relationship Management

• Maintain strong working relationships
• Escalate risks appropriately

4. Operational & Commercial Discipline

• Maintain contract hygiene
• Build and maintain a high‑quality new business pipeline (3x coverage minimum)
• Identify priority accounts aligned to vertical strategy
• Develop multi‑threaded entry strategy into target organizations

6. Applied Industry Fluency (Engineering & Manufacturing)

• Understanding of client’s business model
• Awareness of industry‑specific KPIs relevant to account
• Ability to identify industry‑aligned whitespace
• Fluency in industry terminology

Required Qualifications & Experience

• 22+ years of progressive experience in IT professional services and/or sales.
• 10+ years of recent experience selling PLM Solutions and transformation projects and services to prospective clients.
• Domain expertise in the manufacturing industry, with an understanding of industry trends, challenges, and buying behaviors.
• Strong internal stakeholder management skills, including experience operating in a global onsite–offshore delivery model.
• Willingness to travel is needed to support client opportunities, relationship development, and business expansion.
• Experience supporting deal structuring and pricing, including performing business value analysis and negotiating pricing for proactive bids and proposals.

Who You Are

• Domain & AI led selling style
• Awareness of relevant platforms and transformation themes
• Ability to map services to business outcomes
• Ability to spot, shape and win large deals

Education Qualification

Bachelor’s or master’s degree in engineering, Business Administration, Sales Management, or an equivalent combination of education and experience.

ITC Infotech is an Equal Opportunity Employer. We believe that no one should be discriminated against because of their differences, such as age, disability, ethnicity, gender, gender identity and expression, religion, or sexual orientation. All employment decisions shall be made without regard to age, race, creed, color, religion, sex, national origin, ancestry, disability status, veteran status, sexual orientation, gender identity or expression, genetic information, marital status, citizenship status or any other basis as protected by federal, state, or local law. ITC infotech is committed to providing veteran employment opportunities to our service men and women.