Hybrid Senior Director, Partner Management and Sales

at Aras Corporation

• Job title: Senior Director, Partner Management and Sales
• Job type: Full Time
• Experience level: Senior
• Salary: Not specified
• Degree requirement: Bachelor's Degree
• Tech skills: ERP
• Location requirements: Hybrid, Dresden, Germany

About the role

• Senior Director of Partner Management and Sales for XPLM, leading sales and partner ecosystems in B2B software. Driving revenue growth through PLM integration solutions.

Responsibilities

• Lead, coach, and develop a team of channel sales and partner managers, fostering a high-performance, collaborative culture.
• Drive accountability and achievement of team quotas.
• Conduct regular pipeline reviews, deal strategy sessions, and provide ongoing mentorship.
• Partner with the Sales, Partner Management, Marketing, Finance and Operations to ensure territory coverage, lead generation, and campaign execution.
• Participate in company-wide strategic planning and commercial leadership.
• Own and present sales and partnership performance reports to executive stakeholders.
• Monitor market trends, competitor activities, and evolving partner landscapes.
• Attract, onboard, and retain top sales talent.
• Carry and exceed a global XPLM team quota.
• Develop and execute a partner strategy aligned with business goals.
• Recruit, onboard, and enable strategic partners (VARs, system integrators, OEMs, alliances).
• Build joint business plans with partners, including co-selling and co-marketing activities.
• Track partner performance, engagement, and ROI through dashboards and KPIs.
• Manage contract negotiations, compliance, and renewals.
• Own and manage complex enterprise sales cycles, from prospecting to negotiation and closure.
• Develop and execute global go-to-market strategies aligned with company growth objectives.
• Identify, qualify, and expand opportunities within both new and existing accounts.
• Establish executive-level relationships with strategic customers and partners to expand influence and revenue.
• Ensure consistent pipeline coverage to meet quarterly and annual growth objectives.
• Leverage industry trends, customer insights, and competitive intelligence to refine sales strategies.
• Drive upsell, cross-sell, and expansion opportunities across the region.
• Provide accurate, timely forecasting and reporting to senior leadership.
• Represent the company at industry events, conferences, and customer forums as a regional thought leader.

Requirements

• 5 - 10 years minimum experience in B2B enterprise software sales & partner/channel management (PLM, CAD, industrial software preferred)
• Proven success in leading and managing sales teams, preferably in the software or technology sector.
• Proven track record in meeting / exceeding revenue targets across direct and indirect channels.
• Track record of exceeding multimillion-dollar quotas (individual and team).
• Deep technical understanding of product lifecycle management, CAD/ECAD, simulation tools, ERP/ALM interconversions.
• Demonstrated ability to navigate and close complex, multi-stakeholder deals.
• Strong leadership & organizational skills; ability to manage remote or cross regional teams
• Excellent leadership, coaching, and communication skills.
• Bachelor’s degree in engineering, Computer Science, Business or related.
• Master’s or MBA is a plus.
• Understanding of cultural differences.
• Experience working with ISV partners, resell partners, OEMs, system integrators, PLM vendors.
• Familiarity with “digital thread” concepts, interoperability standards, data migration/conversion.
• Exposure to sustainability, regulatory compliance in product lifecycle (since digitalization + eco‑concerns are increasing).

Benefits

• Willingness to travel up to 40%