About PTC (NASDAQ: PTC)
PTC unleashes industrial innovation with award-winning, market-proven solutions that enable companies to differentiate their products and services, improve operational excellence, and increase workforce productivity. With PTC, and its partner ecosystem, manufacturers can capitalize on the promise of today’s new technology to drive digital transformation.
Check out our global headquarters in the Boston’s Seaport district. ptc.co/2N3f50u4XIn
Senior Specialist, Japan/Korea Deal Desk
PTC Global Revenue Operations is a results-driven organization that embodies integrity, professionalism, diversity, and innovation in our pursuit of operational excellence. We take pride in our ability to adapt, accelerate, and consistently exceed expectations.
A significant function within Revenue Operations is the Commercial Desk. This is a strategic function whose primary goal is to drive healthy, long term customer relationships though compliant and financially viable deal structures while reducing obstacles which impede Seller productivity and effectiveness.
Your Impact:
You will leverage acquired subject matter expertise, relationships and business acumen to provide Sellers with commercial guidance and deal architecture best practices to the drive the long-term financial health of customer engagements and reduce operational friction.
The ideal candidate will comfortably navigate a cross functional ecosystem, be detail oriented and organized, will have excellent communication skills and, above all, be objective and execute in accordance with the company lens.
If you are a change agent, can unify disparate teams in driving towards a common goal, have strong business acumen and have strong Japanese and English language skills, we want to speak to you about this key position within our organization.
Your Day-To-Day:
1. Deal Architecture – Guide sellers in optimal deal architecture which drives healthy, long-term customer relationships.
a. Drive company objectives: increase company Annual Recurring Revenue (ARR), Net Retention, Free Cash Flow and reduce churn.
b. Acts as a consultant and trusted advisor on complex deal structures.
c. Maximize compliant with company policies, business rules and revenue recognition principles
d. Provide Sellers with commercial options which achieve customer objectives in a financially viable manner for PTC.
e. Become a subject matter expert on topics which affect deal structure and sales interactions: Business Rules, Subscription goals, Sales Incentive Policies, etc.
f. Be objective and effectively manage/represent/balance the business needs and interests of constituent groups.
g. Execute data-driven deal assessments, leveraging existing data and trends to inform decisions and approaches.
2. Cross Functional Liaison –Drive the cross-functional team towards the common goals of long-term customer health and reduced process friction.
a. Proactively engage and collaborate with Sellers and cross functional teams.
b. Drive cross functional collaboration, awareness, discussions and balanced decision making in deal assessments.
c. Gain subject matter expertise on cross functional needs and priorities for appropriate representation and action.
d. Manage a unified cross functional ecosystem, without direct line management responsibility
e. Liaise with regional support teams to achieve the best outcome for PTC and sellers through the process.
3. Commercial Desk Administration
a. Review/Manage/Preparation of deal related information/documentation/cadences necessary to drive deal velocity and final decisions (e.g. Deal Intake forms, summaries, conversion files, calls and meetings …)
b. Identify and drive areas of improvement for Sellers and team as related to process or tactics within the Sales cycle.
c. Facilitate the enablement of sellers on Deal Desk related topics and processes to advance deal velocity and seller understanding.
d. Translate relevant materials in English to enable commentary and feedback from non-Japanese speakers across Asia or beyond.
4. Strategic Partner to Corporate Functions
a. Through subject matter expertise and experience, identify business trends which can influence business decisions (e.g. Product pricing, Business Rules, Competitive pressures).
b. Share and exchange best practice approaches with peer group.
Your Skills and Knowledge:
o Dealing with ambiguity, initiative/action-oriented, problem solving & committed to drive quality results
o Able to articulate complex technical and financial concepts to a broad audience
o Organizational, interpersonal and communication skills, comfortable in fast paced environments.
o Self-starter, inquisitive and able to quickly understand new processes, methodologies and systems
o Interest for the following fields: operational environment, dynamic selling or financial (accounting/revenue recognition) environment, pricing, contract structures & proposals development
o Experience with supporting or working with a Sales or Services organization is key.
o Mature, highly adaptable, comfortable working independently, as well as in a small team.
o Exceptional Japanese and English language skills (written and oral) are required.
o Spoken Korean language skill is an advantage.
Preferred Qualifications:
· Any graduate degree with 5+ years of relevant work experience in Finance, Sales Operations or Deal Desk function
· Prior roles in Deal Management or Deal Desk in the Technology industry is highly desirable
· Required language skills: Japanese and English (exceptional level of business competency)
· Desired language skills: Korean (spoken level of business competency)
· 5+ years of experience working with enterprise sellers
· Excellent communication, analytical, written and presentation skills
· Demonstrated ability to work across multiple cultures/geographies
· Highly organized with the ability to manage a large volume of diverse functions, requests, and deliverables.
· Biased to Action
· Self-starter
· Team player
· Process Driven
· Ability to maintain poise under pressure
· Strong problem-solving skills and ability to deal with ambiguity
· Positive Attitude
· Strong negotiating skills
· Proficient in Excel, PowerPoint, and other Microsoft Office offerings.
