Director of Strategic Accounts

The Director of Strategic Accounts at PTC is responsible for overseeing the entire sales cycle from prospection to closing, with a primary focus on enterprise hunting, constituting 80% of the role, and large account farming (20%). This involves managing forecasts to achieve or exceed assigned quotas, collaborating with internal teams to drive successful deals, and translating Onshape’s value proposition into real-world business benefits, all while being an essential player in expanding our market footprint in the EMEA region.

To become a Director of Strategic Accounts at PTC, candidates should possess a BA/BS degree or equivalent experience, along with over 10 years of enterprise sales experience, preferably in the engineering or manufacturing fields. Additionally, a proven track record of securing six- and seven-figure enterprise deals is crucial, along with excellent verbal and written communication skills. Familiarity with CAD/PDM/CAE is a plus but not strictly required.

Success as a Director of Strategic Accounts at PTC hinges on several key skills, such as an aptitude for building relationships with CxO-level clients, a disciplined hunter attitude, and self-motivation. Candidates should also demonstrate strong planning and execution capabilities, a high degree of commitment to their work, and creative problem-solving skills in order to effectively meet business objectives.

At PTC, the culture is one that emphasizes innovation, diversity, and personal growth. Employees, including the Director of Strategic Accounts, are encouraged to contribute ideas and have their voices heard. The environment promotes collaboration among top industry professionals, and there is a strong focus on transforming technology to solve real-world challenges. This dynamic workplace is ideal for those passionate about making a genuine impact while growing their careers.

The Director of Strategic Accounts role at PTC may require occasional travel, primarily within the EMEA region. This travel is essential for meeting clients, engaging in strategic discussions, and building relationships to drive Onshape’s growth in the largest manufacturing companies. While travel frequency may vary based on business needs, flexibility and readiness to engage with clients face-to-face are important aspects of this position.

To effectively develop relationships with CxO-level customers, I focus on understanding their unique challenges and objectives. This involves active listening, asking insightful questions, and demonstrating how Onshape's solutions can align with their strategic goals. Building trust over time is key; I prioritize regular communication and provide value through insights that resonate with their business framework.

Managing the sales cycle efficiently requires meticulous planning and organization. I begin by identifying target accounts, leveraging data to ensure a tailored approach. Throughout the cycle, I maintain clear communication with stakeholders, anticipate roadblocks, and stay adaptable. Regularly reviewing progress against goals helps me stay focused on closing deals while fostering long-term relationships.

To achieve sales quotas, I employ a combination of strategic planning, targeted prospecting, and leveraging existing relationships. I set clear, measurable goals and utilize CRM tools to track progress. Additionally, staying informed about industry trends allows me to customize pitches that resonate with clients, and I'm always open to feedback to refine my approach.

I once closed a seven-figure enterprise deal with a leading manufacturer by first establishing a clear understanding of their pain points and objectives. I intricately mapped Onshape's capabilities to their needs, conducted multiple stakeholder meetings, and engaged them in product demos. By building a robust business case and maintaining open lines of communication, I was able to secure buy-in from all key decision-makers.

When faced with objections, I first listen carefully to understand the client's concerns fully. Following that, I address each objection with facts, providing case studies or testimonials if applicable. It's crucial to empathize with their viewpoint while guiding them back to the value that Onshape can provide, ensuring they feel supported throughout the decision-making process.

Throughout my career, I have utilized various CRM tools like Salesforce and HubSpot for managing sales. These platforms have provided me with valuable insights into client interactions and sales data, allowing me to better track pipeline progress, forecast sales accurately, and leverage analytics for strategic planning. I find that effectively using a CRM not only aids in managing relationships but also enhances overall efficiency.

My primary motivation in sales stems from a genuine passion for solving problems through innovative solutions. I thrive on the excitement of helping businesses enhance their operations and achieve greater efficiencies through Onshape. Additionally, I find fulfillment in seeing my efforts lead to significant client success and forging long-term partnerships that contribute to my organization’s growth.

To stay updated on industry trends, I actively engage in professional communities, subscribe to relevant publications, and attend conferences whenever possible. Networking with peers, industry experts, and attending webinars provides fresh insights into market dynamics. Additionally, I conduct regular competitor analysis to understand their strengths and weaknesses and inform my sales strategies accordingly.

Ensuring alignment with internal teams is essential for deal success. I maintain open and consistent communication with sales, technical, and customer success teams throughout the sales cycle. By establishing collaborative processes and sharing thorough updates on client needs and expectations, I foster a united front and leverage the diverse expertise of all teams to close deals effectively.

Customer feedback is invaluable and plays a crucial role in my sales strategy. I actively encourage clients to share their insights on our products and services, as this information informs our value proposition and helps tailor solutions to meet their needs better. By integrating feedback into our strategies, we can enhance customer satisfaction and improve the likelihood of repeat business and referrals.