Federal, Aerospace, & Defense (FA&D) Partner Manager

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.