Steven R.

Experience

• 

  Root Solutions Ltd

  Dec 2003 - Aug 2006

  Application Engineer

  Develop specific account sales strategy working closely with sales representatives.C-level business level presentations, showcasing software and articulating the value the technology delivers.

• 

  PTC

  Sept 2006 - Aug 2015

  • Focus on driving the PLM business in the PTC in-direct space with the partner network.• Lead partners to identify new business opportunities within the customer base through account planning / whitespace identification.• Develop and support regional plans to target business opportunities in new name accounts. • Lead engagements in strategic opportunities supporting a “sell-with” business model to ensure maximum conversion rate.• Define sales and technical sales plans for opportunities, using a repeatable sales methodology allowing partners to own their business going forward.• Engagements include a range of activities including value discovery workshops with executives, user level workshops and validation events.• Create and deliver value led developments workshops for partners on key PTC solutions and business processes – focus is key business pain and value provided to the business. • Directly supporting the UK, Benelux and South Africa business – provides a mix of established geography and emerging market experience.• Managing and developing a team of technical managers in established and emerging geographies. Drive focus of the team to support opportunities directly ("sell with"). • Track and manage a technical opportunity forecast to the regional leaders – revenue focused with aligned resource planning to close business• Owner of the majority of the territory new business pipeline - from identification, early investigation, opportunity qualification, value discovery, technical education, proposal response and final business case. Show less • Develop channel partners (sales & technical sales) around the value of a wider PLM footprint including support for acquired products and industry specific knowledge. • New partner recruitment and on boarding for core product lines and industry specific solutions.• Value based selling thought leader – educate and mentor partners through the value selling process, to sell at the correct level and link the technical deliverables to the business goals within any given organization.• Business Development – both partner principles and external within live opportunities to develop larger deals of greater diversity.• Develop and maintain critical relationships with partners in remote locations (e.g. South Africa) - time management and relationships are important success factors in supporting and enabling these partners to succeed.• Focused on enterprise partners – Goal: Develop & mature the PTC partner community. Show less

  • Technical Sales Manager - WER, Russia & SA

    Oct 2013 - Aug 2015

  • Channel Technical Manager - NER & SA

    Sept 2006 - Aug 2015
• 

  Dassault Systèmes

  Sept 2015 - Oct 2017

  DS ENOVIA Brand Sales - UK / Nordics / Ben & SA

  • Develop and execute growth plan for the 3DEXPERIENCE platform through channel partners.• Sell with model to increase average order value and improve pipeline conversion rate.• Deployed repeatable sales and opportunity planning template plus structured deal clinics – driving deal conversion rate and predictability• Engage new partners to build an enhanced channel 3DEXPERIENCE go to market – larger system integrators and alliances

• 

  Autodesk

  Nov 2017 - Jan 2021

  #MakeAnything

  • Named Account Manager - Advanced Manufacturing

    Feb 2020 - Jan 2021

  • Territory Smart Manufacturing Sales - UK

    Nov 2017 - Feb 2020
• 

  PTC

  Jan 2021 - now

  Developing and executing strategies through programs that optimize how PTC supports the PTC One Partner ecosystem, designed to scale, engage with our customers and drive growth for all. Onshape - Software-as-a-Service (SaaS) product development platform that combines CAD, built-in data management, real-time collaboration tools, and business analytics.Building a network of world class partners to support the most exciting product portfolio in product development.www.onshape.com

  • PTC Global Partner Programs - Senior Director

    Jun 2023 - now

  • Global Director Channel Sales

    Jan 2021 - Jun 2023