Kepware Channel Operations Manager

Pilot Thomas Logistics • Portland, ME

3d • $88,000 - $130,000

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. Role Overview The Kepware Channel Operations Manager is responsible for leading the strategic and operational execution of Kepware’s global channel programs. This role ensures partner success through streamlined operations, contract governance, enablement, and alignment with regional sales strategies. The ideal candidate will bring deep experience in partner ecosystems, operational rigor, and cross-functional leadership.

Requirements

• 10+ years of experience in channel operations, partner management, or sales enablement in a software company.
• Proven success in managing global partner ecosystems and indirect sales models.
• Strong understanding of partner contracts, discounting frameworks, and compliance.
• Experience with CRM and PRM tools (e.g., Salesforce, Partner Portal).
• Excellent communication, project management, and stakeholder engagement skills.
• Ability to work cross-functionally with Legal, Sales, Marketing, Product, and IT teams.
• Bachelor’s degree in Business, Marketing, or related field; MBA preferred.

Responsibilities

• Design and evolve Kepware’s channel program structure, including partner tiers, engagement models, and performance metrics.
• Align Kepware’s channel strategy with strategic goals of the business.
• Provide thought leadership on strategic initiatives to scale partner impact and revenue.
• Manage partner contracts, including onboarding, renewals, and compliance reviews with Legal.
• Define and enforce terms and conditions, discount structures, and rules of engagement for partner transactions.
• Lead partner onboarding, training, and certification programs.
• Maintain enablement content repositories and ensure partners have access to up-to-date resources.
• Draft and distribute partner communications, newsletters, and program updates.
• Collaborate with Regional Sales Directors to align channel activities with territory goals and pipeline forecasts.
• Support field teams with partner intelligence, deal governance, and conflict resolution.
• Work closely with Product Management, Legal, Marketing, and IT to support product launches, rebranding, and enablement initiatives.
• Work closely with Global Channel Sales teams to ensure consistency across regions and partner types.
• Organize and support Kepware partner events both locally and internationally.
• Represent Kepware at partner events, conferences, and strategic planning sessions.
• Support field teams with partner intelligence, deal governance, and conflict resolution.
• Lead partner-related projects and programs from planning through execution.
• Track KPIs and provide executive-level reporting on partner performance and program impact.
• Manage the entire partner lifecycle from recruitment to retirement.
• Execute channel programs and ensure alignment with sales and marketing strategies.
• Conduct sales forecasting and analytics to support strategic decisions.
• Negotiate contracts and ensure compliance with legal and regulatory standards.
• Support partner marketing initiatives and demand generation campaigns.
• Track KPIs and provide executive-level reporting on partner performance and program impact.
• Lead partner-related projects and programs from planning through execution.

Benefits

• 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.
• All total rewards and benefits programs are subject to applicable plan eligibility and other terms and conditions.

What This Job Offers

• Job Type: Full-time
• Career Level: Manager
• Number of Employees: 5,001-10,000 employees