Regional Director, Strategic Accounts - Automotive

Location: Munich, Germany

Department: Sales

Reports To: VP, CER

Travel: Approximately 30-50%

Position Summary

PTC is seeking an experienced and customer-focused Regional Director, Strategic Accounts - Automotive to lead growth across a portfolio of the company's most strategic automotive accounts. This role is responsible for developing executive relationships, driving complex enterprise software sales cycles, and expanding the adoption of PTC's solutions across engineering, manufacturing, software engineering, service/After market, product development, and digital transformation initiatives.

The successful candidate will act as a trusted advisor to senior customer stakeholders while driving long-term account growth, customer retention, and strategic business outcomes. This individual will work closely with Solution Consulting, Customer Success, Professional Services, Business Development and Partner teams to deliver value across some of the world's most innovative automotive organizations.

Key Responsibilities

Strategic Account Leadership

• Own executive relationships within assigned strategic automotive accounts.
• Develop and execute multi-year account strategies aligned to customer business objectives.
• Identify opportunities to expand PTC's footprint across engineering, manufacturing, service, software, and enterprise digital transformation initiatives.
• Build strong engagement plans with key decision-makers and influencers.

Revenue & Pipeline Management

• Achieve and exceed annual software, SaaS, bookings targets.
• Develop and maintain a robust pipeline of expansion and transformation opportunities.
• Lead complex enterprise sales cycles involving multiple stakeholders and business units.
• Drive accurate forecasting and opportunity management.
• Drive net new customers acquisitions.

Executive Customer Engagement

• Establish trusted advisor relationships with C-Level executives and senior business leaders.
• Facilitate executive business reviews and strategic planning sessions.
• Understand customer priorities and align PTC solutions to measurable business outcomes.
• Position PTC as a strategic partner for digital transformation initiatives.

People Management

• Manage a team of Account Managers
• Inspect leading and lagging key performance indicators
• Further develop skills of individual team members

Cross-Functional Leadership

• Partner with Solution Consulting, Customer Success, Services, Business Development, Alliances, Marketing, and Industry Advisors.
• Coordinate virtual account teams to execute strategic account plans.
• Drive customer advocacy and long-term retention strategies.
• Support global account planning where applicable.

Market & Industry Expertise

• Maintain deep understanding of trends impacting the automotive industry, including:
• Software Defined Vehicles (SDV)
• Electrification
• Autonomous Systems
• Digital Engineering
• Model-Based Systems Engineering (MBSE)
• Product Lifecycle Management (PLM)
• Manufacturing Transformation
• AI-enabled Product Development

Required Qualifications

• Bachelor's degree in Business, Engineering, Computer Science, or related discipline.
• 10+ years of enterprise software sales experience.
• Significant experience managing large strategic or named accounts.
• Demonstrated success leading complex, multi-million Euro software agreements.
• Strong executive presence and relationship management skills.
• Proven ability to navigate matrixed customer and internal organizations.
• Excellent negotiation, forecasting, and commercial management skills.
• Fluent German and English.

Preferred Qualifications

• Experience selling PLM, CAD, ALM, IoT, SaaS, or Digital Thread solutions.
• Knowledge of automotive engineering and product development processes.
• Experience working with global automotive manufacturers and strategic enterprise accounts.
• Familiarity with MEDDICC, Value Selling, or comparable enterprise sales methodologies.

Key Competencies

• Strategic Thinking
• Executive Presence
• Account Growth Leadership
• Enterprise Sales Excellence
• Business Acumen
• Negotiation & Influence
• Collaboration & Team Leadership
• Customer-centric Mindset
• Results Orientation

Success Measures

• Achievement of bookings and revenue targets.
• Strategic account growth and retention.
• Executive relationship development across key accounts.
• Pipeline creation and forecast accuracy.
• Expansion of PTC solution adoption across assigned customers.
• Customer satisfaction and long-term partnership development.