ALM Sales Leader

Overview

PTC is looking for an ambitious Germany-based Sales Leader for the ALM Segment in EMEAI to lead the sales of PTC’s industry leading Application Lifecycle Management (ALM) software and continue our track record of double-digit growth. The right candidate will be responsible for building and leading a world‑class sales team, developing talent, implementing sales processes, partnering with the field selling ecosystem, product management, marketing, inside sales, and other functional organizations to drive new ACV bookings for ALM within EMEAI.

Responsibilities

• Develop and implement a comprehensive ALM sales strategy aligned with company goals and objectives to drive double-digit revenue growth and market share expansion.
• Retain, train, mentor, and motivate a team of six ALM sales specialists, ensuring they have the necessary tools and resources to achieve individual and team targets. Recruit top talent to grow the team.
• Analyze market trends, identify new business opportunities, and optimize sales territories for optimal coverage.
• Cultivate and maintain relationships with key clients, ensuring customer satisfaction, retention, and identifying upsell/cross‑sell opportunities.
• Stay informed about industry trends, competitor activities, and customer needs to adjust sales strategies and maintain a competitive advantage.
• Drive New ACV growth and pipeline creation according to plan and manage all KPIs (New ACV, New bookings by driver, churn, etc.) according to a Sales Leader Management Operating Rhythm.
• Enable sales team with Field Academy training, Mastering the Customer Conversation Skills, and other techniques to build team’s product knowledge, sales techniques, and overall effectiveness.
• Work closely with regional sales leadership, inside sales, marketing, product management, and customer support teams to drive effective go‑to‑market strategies and ensure customer success.
• Manage and allocate regional sales budgets effectively to maximize ROI and achieve desired outcomes.
• Conduct weekly forecast and pipeline reviews to track and drive maturation of existing opportunities and encourage additional opportunities.

Skills and Knowledge

• Leadership skills with the ability to inspire a sales team to achieve and exceed targets.
• Understanding of the ALM industry core solutions, main competitors, and disruptive/emerging technologies.
• Excellent communication, negotiation, and presentation skills.
• Strong analytical and strategic thinking skills to drive data‑based decision‑making.
• Demonstrated ability to manage key accounts and cultivate successful customer relationships.
• Proficiency in using SFDC CRM, Clari forecast management, Qlik analytics tools, and other sales‑related tools.
• Outstanding organizational and time‑management abilities.
• Creative, collaborative mindset with the capability to work effectively across various territories and regions in EMEAI.

Experience / Minimum Qualifications

• Bachelor’s degree or equivalent experience.
• Minimum of 5 years of experience in ALM sales.
• Proven track record of achieving and exceeding annual sales targets and objectives with demonstrated success in managing a high‑performing sales team.
• Exceptional interpersonal skills to build and maintain strong relationships with colleagues and customers.
• Ability to travel within EMEAI as needed, as well as occasional trips to the USA.