Senior Director, Partner Management and Sales

XPLM Solution Inc, a subsidiary of Aras Corp, is a leading provider of integration solutions for product development software. As an innovative company with an international focus, we help our customers connect data and processes across system boundaries. We develop tools to connect our customers' software, and we are looking for the best employees to develop our ideas further.

As Senior Director of Partner Management and Sales

at XPLM, you will lead and optimize both the sales function and the partner ecosystem to deliver revenue growth through our PLM integration solutions. You'll be responsible for scaling XPLM's reach into new markets, expanding sales pipeline, enabling partners, and forging strategic alliances that help customers digitize engineering, integrate ECAD/MCAD and other authoring tool systems, and deliver full digital thread across product lifecycles.

This dual-function leadership role requires a proven track record in sales leadership, strategic partner development, and cross-functional execution.

You will be responsible for delivering revenue targets, building long-term partner relationships, driving go-to-market initiatives across sales channels (partners, OEMs... etc.), coaching your team, and managing complex enterprise software sales.

This is a critical leadership role in scaling our presence and accelerating global growth of XPLM.

Key Responsibilities

Leadership & Team Management

• Lead, coach, and develop a team of channel sales and partner managers, fostering a high-performance, collaborative culture.
• Drive accountability and achievement of team quotas.
• Conduct regular pipeline reviews, deal strategy sessions, and provide ongoing mentorship.
• Partner with the Sales, Partner Management, Marketing, Finance and Operations to ensure territory coverage, lead generation, and campaign execution.
• Participate in company-wide strategic planning and commercial leadership.
• Own and present sales and partnership performance reports to executive stakeholders.
• Monitor market trends, competitor activities, and evolving partner landscapes.
• Attract, onboard, and retain top sales talent.
• Carry and exceed a global XPLM team quota.

Partner & Channel Management

• Develop and execute a partner strategy aligned with business goals.
• Recruit, onboard, and enable strategic partners (VARs, system integrators, OEMs, alliances).
• Build joint business plans with partners, including co-selling and co-marketing activities.
• Track partner performance, engagement, and ROI through dashboards and KPIs.
• Manage contract negotiations, compliance, and renewals.

Sales Execution & Strategy

• Own and manage complex enterprise sales cycles, from prospecting to negotiation and closure.
• Develop and execute global go-to-market strategies aligned with company growth objectives.
• Identify, qualify, and expand opportunities within both new and existing accounts.
• Establish executive-level relationships with strategic customers and partners to expand influence and revenue.

Business & Revenue Growth

• Ensure consistent pipeline coverage to meet quarterly and annual growth objectives.
• Leverage industry trends, customer insights, and competitive intelligence to refine sales strategies.
• Drive upsell, cross-sell, and expansion opportunities across the region.
• Provide accurate, timely forecasting and reporting to senior leadership.
• Represent the company at industry events, conferences, and customer forums as a regional thought leader.

Required Qualifications

• 5-10 years minimum experience in B2B enterprise software sales & partner/channel management (PLM, CAD, industrial software preferred)
• Proven success in leading and managing sales teams, preferably in the software or technology sector.
• Proven track record in meeting / exceeding revenue targets across direct and indirect channels.
• Track record of exceeding multimillion-dollar quotas (individual and team).
• Deep technical understanding of product lifecycle management, CAD/ECAD, simulation tools, ERP/ALM interconversions.
• Demonstrated ability to navigate and close complex, multi-stakeholder deals.
• Strong leadership & organizational skills; ability to manage remote or cross regional teams
• Excellent leadership, coaching, and communication skills.
• Bachelor's degree in engineering, Computer Science, Business or related. Master's or MBA is a plus.
• Willingness to travel up to 40%.
• High resilience, growth mindset, and passion for building winning teams.
• English is a requirement.
• Understanding of cultural differences.

Preferred Attributes

• Experience working with ISV partners, resell partners, OEMs, system integrators, PLM vendors.
• Familiarity with "digital thread" concepts, interoperability standards, data migration/conversion.
• Exposure to sustainability, regulatory compliance in product lifecycle (since digitalization + eco‑concerns are increasing).
• Multi‑lingual skills.
• Established executive network within target industries.
• Ability to balance strategic leadership with hands-on selling.