Full Job DescriptionRole is to work closely with both PTC Sales, PTC Field Alliance Managers and GSI’s in a specific region to develop and help drive and close more sound software business for PTC by collaboratively responding to services opportunities that sets the customer up for success and ARR expansion.
The Services Alliance Manager will be regionally based and report into the Field Services Theater/ISU Lead.
The Service Alliance Manager will build and nurture relationships with the top GSIs in the region and understand their enablement status, project experiences relevant to the new opportunities at hand, staffing plan and any gaps in capabilities by PTC product or solution to insure the targeted GSI do have the adequate skills to bid on then to deliver this new opportunity successfully.
The Service Alliance Manager will be part of the “Engagement Model decision committee” that will define whether SI or PTC would lead the project.
When the opportunity is sourced by PTC Sales, the Service Alliance Manager will guide and assist Sales with the selection of the GSI to involve by providing up to date knowledge of the various GSI services capabilities and relevant experience to ensure skill alignment for the specific implementation.
With this knowledge, the Service Alliance Manager will work collaboratively with the GSI team and the PTC Sales team to determine if PTC Services and Success Management should be included as part of the GSI proposal in a staff augmentation role as a way to fill GSI gaps on skills or experience for such a project.
In addition, the Services Alliance Manager will also define and recommend to PTC Sales and the GSI the appropriate Value Assurance Package(s) that must be sold directly to the end customer to de-risk the implementation project that will be led by the GSI, to insure client success hence renewal and rapid expansion of PTC ARR.
The positioning and selling of those specific Value Assurance Packages to the end client will be led by the PTC Field Services Market Lead or Business Development Manager, with support of PTC Sales and the GSI.
The Services Alliance Manager will provide PTC Services Bookings and Revenue expectations for each GSI-led project to the PTC Market Lead for financial forecasting and capacity planning / scheduling (Staff augmentation to the GSI, Value Assurance Packages, Success Plans).
Likewise, the Services Alliance Manager will provide GSI Services Booking expectation to the PTC Partner Managers per GSI for Partner steering and business plan management, down to capacity and enablement.
Build meaningful GSI relationships, through trust, credibility, and commitment. Understand GSI enablement level, experience and capacity alignment to opportunity and overall capability for specific opportunity (ie: ePLM, SCO, SCP, AR)
Effectively manage the GSI-led services pipeline and accurately forecast the associated PTC and GSI services bookings to the respective PTC Market Leads and Partner Managers
Work with Sales, the PTC Partner team (is it FAM here?) and the GSI team to evaluate opportunities and determine Field Services and Success Management level of engagement needed to insure GSI project success and ultimately client success for PTC ARR
Guide and assist PTC Sales (when direct) in choosing appropriate GSI based on capability/capacity/experience assessment
Lead Field Services proposal response development for joint GSI/PTC proposals, help GSI in developing their own response, including the appropriate Value Assurance Packages for the end client and eventually PTC staff augmentation inclusions in the GSI response
Document professional services engagements through high-quality presentations and Statements of Work (SOWs), and execute the required Services reviews (Deal Review etc).
Recommend Value Assurance packages to the GSI and the appropriate market lead for presentation to customer
Preferred Skills and Knowledge:
Ability to articulate Digital Transformation, IIOT and AR solution best practices at business development stage
Produce and deliver polished and professional proposals (from Presentation down to SOW) and present to GSI and Clients
Advanced presentation skills
Work well under pressure in unstructured and structured environments
A desire to win and do whatever it takes to drive success
Strong knowledge of PTC Solutions and the Field Services Portfolio and Methodologies
CxO / VP level partnership experience
Functional experience in Product Development, Manufacturing, Engineering and Analytics
Has owned a Business Development quota and broad experience in professional services management and/or project management
Bachelor’s Degree, plus 5 years of professional experience
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