Federal, Aerospace Defense; FA&D Partner Manager

About the Role

As a Federal, Aerospace & Defense 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.

• 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 is proactive, strategic, and growth-oriented, with strong executive communication skills, deep relationship management expertise, and the ability to navigate complex Federal and Defense market environments.

• 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.

• 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.

The anticipated annual salary range for this position is between $150,000 - $200,000, encompassing base salary and on-target incentive compensation. Employees are also eligible for a PTC employee share purchase program and may qualify for…