Requirements:

• Follow PTC’s Code of Conduct.

o Ensure timely completion of all required trainings
o Set & follow quarterly/yearly goals in line with PTC Values and Account Manager Journey
milestones.

• Research, introduce, and put together an engagement plan for the assigned account list to identify

ARR growth potential (even, downsell, upsell).

• Maintain an accurate Salesforce record on assigned accounts (e.g. employee size, contacts, calls,

tools, next steps) ensuring all relevant information is within Salesforce.

• Proactively reach out to customers to understand their requirements.

o Identify potential opportunities, recommend solutions, and expand on inbound requests for
increased annual reoccurring revenue and application adoption.

• Assist Renewal Specialists with renewal opportunities to notify of risk, ensure accuracy with

quoting, assist in negotiating with customer when needed, and identify expansion at the time of
renewal.

• Ensure prompt (same business day acknowledgment) and accurate responses to inbound

customer requests and internal communications.
o Set expectations on expected turn-around time and stay on top of required follow-up
activity.

• Build strong relationships by maintaining regular communication and resolving any potential areas

of dissatisfaction, escalating internally where appropriate.

• Work closely with Customer Success and leverage Gainsight application usage metrics to identify

adoption opportunities, record notes/action items, and collaborate on calls to action/assigned
playbooks.

• Collaborate with management to develop sales strategies leveraging MEDDIC and Command the

Message value framework for key opportunities.

• Use Salesforce CPQ to provide quotations when timing of a new opportunity is identified.

o Work closely with Deal Desk and management to share pricing details with customers.

• Actively engage for internal meetings, present prepared required content, attend on-going sales

enablement, and collaborate with internal teams.

• In accordance with PTC Dress Code standards showcase polished presentation for virtual

meetings with camera on at a dedicated workstation.

• Scheduled meetings will require time for proper planning and internal alignment.

Execution Requirements
2
o Account manager is responsible to effectively time manage and set proper expectations
when scheduling meetings that require additional resources.

• Work cross-functionally with other departments in support of PTCs vision and values. Crossfunctional departments include:

o Renewal Specialists
o Sales Management
o Marketing
o Account Executives
o Finance
o Deal-Desk
o Orders
o IT
o Sales Operations
o Validation
o Security
o Product
o Solution Consultants
o Solution Architects
o Customer Success Coaches
o Customer Success Training Instructors
o 3rd Party Partners

• Collaborate and prepare internally with Solution Consulting team when providing demonstrations

of new products to assigned account base.
o Account Manager will be responsible to lead Discovery, Demo introduction with customer
specific Arena slides, provide input and clarity during demonstration with Solution
Consultant, and clearly speak to next steps including potential for trial (if applicable).

• Leverage current tools and enablement materials for consistent success.

o Become a subject matter expert for assigned tool and sharing best practices amongst team
members.

• Be able to self-assess proficiency level in role and milestone achievements within the Account

Manager Journey.
o Receive coaching and feedback on performance during 1 on 1 to ensure timeline is on track
with established goals and PTC Values are consistently executed.

• Effectively communicate quote requirements to manage expectations with customer, understand

steps to close, create urgency in timeline (where possible), and accurately maintain Forecast report
details in Salesforce.
o Account Manager will be required to speak to Steps to Close for all opportunities in
Forecast over $10,000 for scheduled internal meetings.
o Account Manager will also be accountable to the best/likely/worst estimation based on
current understanding and stage of opportunity.

• Account Manager will submit Paid Time Off (PTO) requests to management using Outlook calendar

requests and once approved will formally submit in Workday.
o Account Manager will communicate time-off dates and set expectations (out-of-office
notification required) to ensure appropriate coverage for impacted sales opportunities and
customer engagements.

• As part of a Modern Workforce with virtual teams, Account Managers will follow a daily schedule

while prioritizing customer meetings.
Execution Requirements
3
o Travel up to 25% of the time may be required to provide on-site visits to assigned account
base, support PTC hosted customer road-show events, and PTC internal on-sites.