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.
Business Solution Manager
Role Summary
The Business Solution Manager will be responsible for driving professional services sales and revenue in support of the subscription business. They will drive key activities to meet objectives including collaboration with sales team, services consulting, scoping, estimation and proposal generation using value selling techniques and best practices. In this role you will strive to scope solutions that meet the client business needs while also allowing for an efficient time to value and long-term client success with ServiceMax.
The successful candidate will demonstrate leadership in understanding customer objectives, have excellent communication skills and exhibit strong commercial acumen.
Reports to: Professional Services Practice Director.
Responsibilities:
- Partner with the sales organization to sell the value of professional services for implementing ServiceMax. Acts as the champion and promotes the ServiceMax delivery team and methodology.
- Provide services support to software license sales that meets and exceeds monthly, quarterly and annual sales goals.
- Establish a deep understanding of the customers’ business needs and value drivers.
- Add value to the customer’s business by maintaining a goal-oriented approach to the partnership that is translated into the solution proposal.
- Demonstrate to customers how they benefit by partnering with ServiceMax and how our solutions deliver demonstratable results.
- Aggressively develop and drive sustainable commercial proposals and offerings which executing with a Customer Success mindset.
- Ensuring a class leading experience for customers during all aspects of sales process and touch points including: Formal meeting agendas, formal follow-up stating sequence of events and next steps in writing, and issue resolution in a timely fashion.
- Formulates winning proposals based on a cohesive strategy that leverages deep knowledge of industry, existing customers and the ServiceMax product.
- Creates a “trusted advisor” relationship with our customer’s business and stakeholders
- Drives key customer facing meetings and events, particularly C-level discussions
- Directly engage with Regional Leadership, Channel Partners and customers in top strategic deals, sales meeting and thought leadership opportunities (e.g. Sales Roadshows and Industry Events)
- Drive cross-functional collaboration to ensure continuous improvement of our scoping and selling strategies
- Input into the overall strategy of Services offerings to meet market demands and our customers evolving expectations
- Ensure compliance to the ServiceMax Business Solution processes for best practice usage deliver the following:
- Scoping approach and tools to drive towards customer outcomes
- Creative customer centric solutions that are aligned with customer ROI targets and resource constraints
- Implementation Solution Proposals that connect the dots between outcomes, solutions to deliver these outcomes and KPIs/metrics to measure success. Best practice Proposals include:
- Application landscape
- Integration solution architecture
- Business processes
- Timeline
- Estimates
- Statement of Work
- Best practices approach to leveraging our product roadmaps to close deals
Qualifications:
- Bachelor’s degree from an accredited university or college (or a high school diploma/GED with at least 5 years of experience in software industry
- Exposure to Salesforce.com CRM. Salesforce.com certification is a big plus
- Experience with field service operations or customer service management and call center support a big plus
- Adept at interactions with C Level executives
Eligibility Requirements:
- Legal authorization to work in the U.S. is required. We will not sponsor individuals for employment visas, now or in the future, for this job.
- Must be willing to travel 50%
- Must be willing to work out of a home office
Desired Characteristics:
- Previous experience in the software industry, preferably software services
- Proven experience in a combination of professional services pre-sales and software delivery including enterprise and global deployments.
- Previous experience in a sales quota carrying role
- Strong and proven both structured and organizational skills
- Prior technical experience with ERP and/or Supply chain solutions, Salesforce and/or force.com platform
- Highly motivated and passionate self-starter exhibiting grit and determination to succeed
- Proven experience building and maintaining strong relationships with a diverse set of internal and partner constituencies including alliance, product sales, marketing, operations, finance, legal and senior level executives
- Innovated thinker who is able to blend technology and business strategy to develop compelling solution proposals
- Ability to negotiate skillfully in tough situations; can gain concessions without damaging relationship; have a “win – win” philosophy
- Prescriptive in recommending solution architectures and implementation approach to enhance delivery of solution mapping of the ServiceMax software portfolio
Technical Expertise:
- Able to consult customer on alignment of outcomes and desired technical solutions at a global enterprise level; Analyzes, designs, and develops a software solution roadmap and implementation plan based upon a current vs. future state of the business.
- Fundamental knowledge of comparative long-term business implications for various configuration options; Experience with multi-business unit solution configuration
- Knowledgeable of full range of solution catalog within a business unit and able to discuss overall solution at depth.
- Proactively identifies and communicates pipeline risks and develops mitigation plans, proactively shares ‘best practice’ to improve pipeline efficiency.
- Able to lead early stage customer interactions; Guide customers as they develop confidence and comfort with ServiceMax software and solutions
- Understands the strengths and weaknesses of the competitive offerings and can discuss
Business Acumen:
- Effectively manages and closes complex sales cycles from business champion to c-suite (CIO/CEO) level
- Communicates the importance of understanding customer's business strategies to become an advocate for profitability on behalf of the customer
- Proven ability to articulate value to business and technical LOB stakeholders
- Creates meaningful stories and combines ideas in unique ways and makes connections between disparate ideas.; Communicates functional strategy and roadmap with sufficient detail for teams to utilize; Describes functional area information to leaders.
- Utilizes customer’s feedback or current top objectives to form a comprehensive understanding of the customers’ needs; Communicates multiple reference stories or trends with supporting data. Demonstrates effective time management in preparation for conversations/ discovery process;
- Establishes, maintains, and grows key executive relationships within customer accounts; Adept at navigating political and hierarchical landscape and facilitates the customer decision making process.
Leadership:
- Demonstrate working knowledge of ServivceMax's internal organization within primary industry vertical BU; Knows where / how strategic and commercial decisions are made.
- Foresees obstacles, identifies workarounds, leverages resources and able to rally teammates.
- Demonstrates ability to work with blended teams, including 3rd party partners and customer personnel.
Personal Attributes:
- Develops executive relationships and ensures knowledge of ServiceMax's capabilities are understood; identifies the challenges faced by their customers; presents in a manner that conveys expertise and intuition; Demonstrates strong listening skills; Quickly provides answers to customer inquiries when information regarding the customers’ business may not be available.
- Uncovers and articulates critical success factors necessary for the customer to acquire, implement, and utilize a solution; Assists customer in identifying shortcomings, even when they could delay a commercial decision; Utilizes ServiceMax experts to propose creative ways for the customer to master the critical success factors; Articulates a roadmap that provides a high likelihood of the customer realizing expected business benefits and other key stakeholders achieving desired personal success
- Can express opposing views while simultaneously working through disagreements toward clarity, consensus (i.e., comfortable pushing back, saying ‘No’ to colleagues when further review / discussion is justified, particularly, Sales counterparts).
- Demonstrates complete transparency in everything one does, does the right thing instead of an acting with an ulterior motive; Exhibits subordination for the good of the principals; Values of the effort for the customer and ours.
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 and Affirmative Action Employer, we welcome applicants from all backgrounds and hire without regard to race, national origin, religion, age, color, ethnicity, ancestry, marital status, sex (including pregnancy), sexual orientation, gender identity, gender expression, genetic identity, disability, veteran status, or any other characteristic protected by local, state, or federal laws, rules, or regulations.
Life at PTC is about more than working with today’s most cutting-edge technologies to transform the physical world. It’s about showing up as you are and working alongside some of today’s most talented industry leaders to transform the world around you.
If you share our passion for problem-solving through innovation, you’ll likely become just as passionate about the PTC experience as we are. Are you ready to explore your next career move with us?
