Principal Solutions Consultant

Principal Solutions Consultant

Location: Remote, USA

Time Type: Full time

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.

Principal Solutions Consultant, Arena

Arena is designed to help modern manufacturers speed product development and get innovative products to market fast.

With Arena’s product lifecycle management (PLM) and quality management system (QMS) solutions, you can confidently create, control, and collaborate anytime and anywhere. As part of PTC, we are expanding the boundaries of SaaS product development in the Cloud to help companies speed digital transformation. Our cloud-based PLM & QMS software is used by product innovators from stealth mode startups to enterprise companies.

About the Job

As a Principal Solutions Consultant, you are the senior technical and business voice on our most strategic opportunities. You partner with Account Executives to shape the win strategy, lead executive vision and value conversations, and architect how Arena fits into the customer’s broader product development ecosystem. Beyond individual deals, you help raise the performance of the entire SC organization through mentorship, reusable assets, industry expertise, and thought leadership.

What you'll do

Win complex deals

• Own the technical win plan on strategic new business and expansion deals as a true co-seller with your AE or AM.

• Lead strategic discovery and value workshops that translate business challenges into quantified value.

• Build and deliver compelling story-driven demonstrations that bring the customer’s future-state experience to life and demonstrate value from end users to the C-suite.

• Scope and lead trials and POCs with executive sponsors and clear success criteria.

Design the solution

• Lead fit assessments and map a customer's current processes and systems (CAD, ERP, QMS, supply chain) to an efficient future state on Arena and the PTC portfolio.

• Spot cross-sell opportunities across our PTC portfolio.

• Set realistic scope and give early input to implementation planning, so what we sell is what we deliver.

Raise the bar

• Serve as the team's go-to expert in at least one target industry (High Tech, Semiconductor, Life Sciences, A&D, Industrials) and be proficient in all other industries.

• Mentor SCs, lead enablement, and build reusable demo frameworks, datasets, POC templates, and video content for target industries.

• Bring customer insight back to Product, Marketing, and Engineering to shape the roadmap and go-to-market messaging.

• Represent Arena as partner and thought leader at industry events.

What you bring (Required)

• 10+ years in presales, solutions consulting, or sales engineering at an enterprise software company
• 5+ years in presales or solutions consulting for PLM, QMS, ERP, or CAD/ECAD software
• Track record of winning complex enterprise deals, with measurable results (e.g., revenue influenced, win rate, strategic accounts won)
• Experience applying value-based selling or solution selling methodologies (e.g., Value Selling, MEDDICC, Command of the Message)
• Experience building and presenting business cases and ROI to VP-level or C-level stakeholders in Engineering, Quality, or Operations
• Experience designing and delivering customized, scenario-based (“day-in-the-life”) software demos and…