Federal, Aerospace, & Defense (FA&D) Partner Manager
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.
As a Federal, Aerospace & Defense (FA&D) Partner Manager at PTC, you will play a pivotal role in developing, managing, and growing strategic partnerships that drive pipeline creation, revenue growth, customer success, and market expansion within the Federal Government, Aerospace, and Defense sectors.
You will be responsible for aligning System Integrators, Value-Added Resellers, Technology Partners, Consulting Partners, and Defense-focused Solution Providers with PTC's go-to-market strategy. Your mission will be to accelerate adoption of PTC's Digital Thread, PLM, ALM, SLM, CAD, SaaS, and Digital Transformation solutions across government agencies, defense contractors, aerospace manufacturers, and national security organizations.
In this role, you will serve as the primary liaison between PTC's FA&D business, strategic partners, and internal stakeholders. You will facilitate collaboration across Sales, Marketing, Services, Customer Success, Product Management, and Renewals to ensure partners are effectively positioned to drive customer outcomes and business growth.
This position combines partner management, strategic business development, channel sales, executive relationship management, and business execution, with a strong focus on growing PTC's footprint within the Federal, Aerospace, and Defense ecosystem. By cultivating trusted relationships and driving joint business strategies, you will help strengthen PTC's market position and partner ecosystem within one of the company's most strategic industry segments.
Responsibilities
Develop and execute partner go-to-market strategies aligned to PTC's Federal, Aerospace, and Defense business objectives.
Build and manage relationships with strategic Resellers, System Integrators, Defense Contractors, Consulting Partners and Technology Alliance Partners.
Lead partner enablement initiatives across Sales, Pre-Sales, Professional Services, Customer Success, and Technical Support teams.
Collaborate with Partner Marketing and PTC Marketing to develop and execute targeted pipeline generation and demand creation programs.
Drive partner-sourced and partner-influenced pipeline growth within federal agencies, aerospace organizations, and defense accounts.
Work with partners to accurately forecast pipeline, bookings, and revenue opportunities.
Align partners with PTC's extended ecosystem, including sales, services, renewals, customer success, and product organizations to maximize customer and business outcomes.
Establish executive-level governance models, Quarterly Business Reviews (QBRs), and business planning processes that ensure accountability and measurable growth.
Support strategic account planning activities with PTC account teams and partner organizations.
Identify and develop new partner opportunities that strengthen PTC's presence across Federal, Defense, Intelligence, Aerospace, and Government Contractor markets.
Advocate for partner requirements within PTC while ensuring alignment with corporate objectives and partner program standards.
Drive partner compliance with applicable Federal and Defense industry requirements, certifications, and partner program expectations.
The Ideal Candidate
The ideal candidate will be a proactive, strategic, and growth-oriented professional capable of articulating the value of PTC's partner ecosystem to customers, partners, and internal stakeholders.
This individual must possess strong executive communication skills, deep relationship management expertise, and the ability to navigate complex Federal and Defense market environments. The successful candidate will be comfortable engaging with senior executives, sales leaders, partner management teams, and technical stakeholders to drive business outcomes and strategic alignment.
Partner Manager Primary Job Responsibilities
This position is accountable for securing, managing, and expanding strategic partner relationships that support PTC's Federal, Aerospace, and Defense growth objectives.
Core responsibilities include:
Strategic Partner Business Planning
Partner Relationship Management
Executive Stakeholder Engagement
Partner Enablement & Training
Pipeline Creation & Management
Joint Account Planning
Program Management
Partner Marketing Alignment
Market Expansion & Business Development
Governance & Quarterly Business Reviews
Revenue Growth & Forecasting
Skills & Knowledge
Demonstrated experience in Partner Management, Channel Sales, Alliance Management, Strategic Account Management, or Business Development.
Strong understanding of the Federal Government, Aerospace, and Defense industry landscape.
Experience working with System Integrators, Defense Contractors, Consulting Firms, Value-Added Resellers, or Technology Partners.
Strong financial planning, forecasting, and business execution capabilities.
Knowledge of enterprise software sales methodologies and complex sales cycles.
Working knowledge of PTC solutions, Digital Thread strategies, PLM, CAD, ALM, SLM, SaaS, and Industrial Digital Transformation is preferred.
Exceptional oral and written communication skills with the ability to present business recommendations to executive leadership.
Experience leading cross-functional initiatives in matrixed organizations.
Strong strategic thinking, problem-solving, and relationship-building skills.
Understanding of Federal acquisition processes, defense procurement structures, and government contractor business models is highly desirable.
Education
Bachelor's Degree or equivalent professional experience required.
Master's Degree or MBA is preferred but not required.
Experience Level
Minimum of 5-7 years of relevant professional experience in Partner Management, Channel Sales, Strategic Alliances, Business Development, or Enterprise Software Sales.
Prior experience managing System Integrators, Government Contractors, Aerospace Partners, or Defense-focused technology partners.
Experience working with software vendors serving the Manufacturing, Aerospace, Defense, or Federal sectors is strongly preferred.
Experience supporting government, aerospace, or defense digital transformation initiatives is highly desirable.
PTC carefully considers a wide range of factors when determining compensation. The anticipated annual salary range for this position is between $150,000 - $200,000 . The anticipated annual salary range encompasses both the base salary and the on-target incentive compensation that may be attained in this role. The salary range reflects a good-faith estimate of compensation at the time of posting .
Actual compensation may vary based on a candidate's skills, qualifications, experience, and location. Eligible e mployees also have the opportunity to become a PTC shareholder through our employee share purchase program (ESPP) which allows for the purchase of discounted PTC stock . Certain roles may also be eligible for participation in our equity programs. Employees may be eligible for medical, dental and vision insurance, paid time off and sick leave, tuition reimbursement, 401(k) contributions and employer match, flexible spending accounts, life insurance, disability coverage and if you are an office-assigned employee, a generous commuter subsidy. All total rewards and benefits programs are subject to plan eligibility and other terms and conditions.
For more information about PTC’s comprehensive benefits, please visit our Careers Page . “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.”
PTC recruits on a rolling basis. Candidates are considered as they apply, until the opportunity is filled.
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 origin, religion, age, color, ethnicity, ancestry, marital status, sex (including pregnancy), sexual orientation, gender identity, gender expression, genetic information, disability, veteran status, or any other characteristic protected by local, state, or federal laws, rules, or regulations. It is unlawful in Massachusetts to require or administer a lie detector test as a condition of employment or continued employment. An employer who violates this law shall be subject to criminal penalties and civil liability.
For more information about PTC’s comprehensive benefits and our AI usage, please visit our Careers Page ( Applications will be accepted on an on-going basis until the opportunity is filled.
PTC endeavors to make ptc.com/careers accessible to all users. If you would like to contact us regarding the accessibility of our website or need assistance completing the application process, please contact PTC's Talent Acquisition team at TalentAcquisition@ptc.com. This contact information is for accommodation requests only and cannot be used to inquire about the status of applications.
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?
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