Strategic Alliances Lead, GSI

About this role

Our world is transforming, and PTC is leading the way. Our software brings the physical and digital worlds together, enabling companies to improve operations, create better products, and empower people in all aspects of their business. 

Our people make all the difference in our success. Today, we are a global team of nearly 7,000 and our main objective is to create opportunities for our team members to explore, learn, and grow – all while seeing their ideas come to life and celebrating the differences that make us who we are and the work we do possible.  

Role Summary: The Senior Partner Sales Manager, GSIs, is responsible for driving partner-sourced and partner-influenced pipeline, revenue growth, and strategic expansion through a portfolio of Global System Integrator (GSI) partners across the Americas. This individual contributor role focuses on creating net-new opportunities, developing joint solutions, and executing co-sell and co-marketing motions that accelerate customer acquisition and business growth. The successful candidate will work closely with field sales teams and assigned GSIs to identify customer opportunities, build joint go-to-market plans, and generate demand through solution-led selling. Success in this role will be measured by pipeline creation, sourced opportunities, revenue impact, and the ability to scale repeatable growth motions with strategic partners. This role aligns with your team's emphasis on partner-sourced pipeline, solution-led selling, joint pipeline acceleration, and co-marketing with GSIs. 

Primary Objective:  Generate partner-sourced pipeline and revenue growth through solution-led co-selling and co-marketing with strategic Global System Integrator partners.

Key Responsibilities

Pipeline Creation & Business Development • Own pipeline creation targets across an assigned portfolio of GSI partners. • Drive partner-sourced opportunities through joint account planning, executive engagement, and market development activities. • Identify and develop net-new customer opportunities that align partner capabilities with strategic offerings. • Build and maintain a healthy pipeline of qualified opportunities across target industries and accounts. • Accelerate opportunities through coordinated engagement between partners and field sales teams.

Solution Selling & GTM Execution • Develop and promote joint solutions that address customer business challenges and digital transformation initiatives. • Enable solution-led selling motions that combine company technology with partner services and industry expertise. • Position joint value propositions to customers and field sellers. • Support strategic pursuits and competitive opportunities through coordinated partner engagement.

Co-Selling & Account Collaboration • Partner with sales teams to develop and execute joint account plans. • Facilitate collaboration between partner executives, sales leadership, and account teams. • Increase partner participation in strategic opportunities to improve win rates and expand deal size. • Act as the primary liaison between assigned GSIs and the internal sales organization.

Co-Marketing & Demand Generation • Develop and execute joint marketing initiatives that create awareness, demand, and pipeline. • Collaborate with partner marketing teams on campaigns, events, webinars, customer success stories, and thought leadership activities. • Track and optimize marketing-sourced opportunities and pipeline contribution. • Scale repeatable demand-generation programs across priority partners.

Relationship Management • Build executive and working-level relationships within assigned GSIs. • Develop joint business plans with measurable pipeline and revenue objectives. • Align partner investments and resources to support growth initiatives. • Provide regular business reviews and performance updates.

Preferred Experience • 7+ years in partner sales, alliances, business development, enterprise software sales, or ecosystem management. • Demonstrated success generating pipeline and revenue through strategic partners. • Experience with co-sell, co-marketing, and joint solution development. • Strong executive presence and relationship-building skills. • Ability to work cross-functionally across sales, marketing, services, and partner organizations. • Experience with Global System Integrators, consulting firms, or large technology partners.

Preferred but not Required • Experience working with HCLTech, LTTS, Kalypso, or similar GSIs. • Understanding of manufacturing, engineering, digital transformation, AI, industrial software, or enterprise technology markets.

Success Metrics • Partner-sourced pipeline generated • Partner-influenced pipeline and revenue • Net-new opportunities created • Joint account plans executed • Co-sell opportunities advanced and closed • Joint marketing pipeline contribution • Executive engagement within assigned GSIs

PTC carefully considers a wide range of factors when determining compensation. The anticipated annual salary range for this position is between  $200,000 - $280,000. The anticipated annual salary range encompasses both the base salary and the on-target sales incentive plan compensation (SIP) that may be attained in this role. The salary range reflects a good-faith estimate of compensation at the time of posting.    This position is not eligible for employment-based immigration sponsorship. Applicants must be authorized to work in the United States without requiring current or future sponsorship from PTC.   

At PTC, we believe in the power of diverse ideas and perspectives. As a global company that values and respects all identities, cultures, and perspectives, we strive to create an inclusive PTC for ALL through an environment where everyone feels like they belong and are empowered to bring their true, authentic selves to work. Proud to be an Equal Opportunity Employer, we welcome applicants from all backgrounds and hire without regard to race, national or

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