Account Manager/BDR - Kepware & Thingworx

PTC • Portland, ME

42d • $68,000 - $100,000

About The Position

Our world is transforming, and PTC is leading the way. Our software brings the physical and digital worlds together, enabling companies to improve operations, create better products, and empower people in all aspects of their business. Our people make all the difference in our success. Today, we are a global team of nearly 7,000 and our main objective is to create opportunities for our team members to explore, learn, and grow – all while seeing their ideas come to life and celebrating the differences that make us who we are and the work we do possible. Account Manager / Business Development Representative (BDR) Kepware & ThingWorx – Outbound Role Overview The Account Manager / Business Development Representative (BDR) is responsible for outbound pipeline creation, opportunity qualification, and deal execution across the Kepware and ThingWorx product lines. This role drives proactive customer engagement to uncover net‑new opportunities, expand existing Kepware customers, and own the full sales cycle for mid‑tier, non‑strategic opportunities, while partnering with Account Executives on larger, strategic enterprise pursuits. Operating as part of the outbound sales engine and reporting to the Kepware Inside Sales & Business Development Manager, this role blends pipeline generation with direct revenue ownership and serves as a critical bridge between transactional motions and enterprise sales.

Requirements

• 2–5 years of experience in business development, outbound sales, or account management.
• Proven ability to generate pipeline and close mid-sized B2B opportunities.
• Strong discovery, qualification, and deal management skills.
• Experience working in a team-based or overlay sales model.
• Comfort operating in a structured, metrics-driven sales environment.

Nice To Haves

• Experience selling B2B software, SaaS, or industrial technology solutions.
• Familiarity with manufacturing, industrial automation, or IIoT markets.
• Exposure to expansion or cross-sell sales motions.
• Salesforce or similar CRM experience.

Responsibilities

• Outbound Pipeline Creation & Qualification Execute structured outbound prospecting motions across Kepware and ThingWorx.
• Engage prospects through targeted outreach including email, phone, social, events, and campaigns.
• Follow up on marketing-generated leads, event leads, partner referrals, and product usage signals.
• Identify, qualify, and progress opportunities aligned to defined ICPs, segments, and sales plays.
• Build and maintain a healthy outbound pipeline through disciplined activity and qualification rigor.
• Opportunity Ownership & Closing (Mid-Tier / Non-Strategic Accounts) Own the full sales cycle for mid-tier and moderately sized opportunities that do not require strategic enterprise engagement.
• Lead discovery, positioning, pricing, and deal progression through close for assigned opportunities.
• Execute sales motions efficiently while adhering to pricing, discounting, and approval guidelines.
• Maintain accurate opportunity management, forecasting, and close plans in CRM.
• Deliver a consistent, professional buying experience aligned with Kepware and Thingworx sales methodology.
• Kepware Expansion & Enterprise Signal Identification Engage existing Kepware customers to identify expansion opportunities beyond transactional usage.
• Recognize enterprise indicators such as multi-site deployments, standardization initiatives, and broader data or digital transformation programs.
• Position Kepware as the foundational industrial connectivity layer enabling enterprise data strategies.
• Retain ownership of mid-tier expansion opportunities while escalating strategic enterprise opportunities to Account Executives with clear qualification and context.
• Cross-Sell & “Better Together” Execution Identify opportunities to introduce ThingWorx based on Kepware usage, customer objectives, and operational challenges.
• Articulate how Kepware connectivity enables ThingWorx use cases across IIoT, analytics, and application workflows.
• Execute integrated sales plays independently within assigned scope and collaboratively with AEs on larger initiatives.
• Capture and document use cases, stakeholders, buying criteria, and urgency.
• Partnering with Account Executives Function as an overlay role supporting Account Executives on strategic enterprise opportunities.
• Deliver high-quality, sales-ready opportunities with documented discovery and qualification.
• Ensure clean, timely handoffs for opportunities that exceed assigned deal size or complexity thresholds.
• Maintain alignment with AEs throughout the opportunity lifecycle when supporting larger deals.
• Sales Process, Tools & Discipline Follow defined outbound cadences, qualification criteria, and handoff thresholds.
• Maintain accurate CRM data including activities, opportunity stages, close plans, and forecasts.
• Use approved sales engagement and enablement tools consistently.
• Participate in onboarding, training, call reviews, and sales-play coaching.
• Provide feedback on messaging effectiveness, lead quality, and outbound performance.

Benefits

• Eligible employees also have the opportunity to become a PTC shareholder through our employee share purchase program (ESPP) which allows for the purchase of discounted PTC stock.
• Certain roles may also be eligible for participation in our equity programs.
• Employees may be eligible for medical, dental and vision insurance, paid time off and sick leave, tuition reimbursement, 401(k) contributions and employer match, flexible spending accounts, life insurance, disability coverage and if you are an office-assigned employee, a generous commuter subsidy.

What This Job Offers

• Job Type: Full-time
• Career Level: Entry Level
• Education Level: No Education Listed