Account Manager/BDR - Kepware & Thingworx

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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 netnew opportunities, expand existing Kepware customers, and own the full sales cycle for midtier, nonstrategic 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.

Key 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.

Success Metrics

• Pipeline created across Kepware and ThingWorx.
• Revenue closed on owned mid-tier opportunities.
• Number and quality of qualified meetings delivered to Account Executives.
• Conversion rates from outbound engagement to closed deals.
• Forecast accuracy and CRM hygiene.

Required Qualifications

• 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.

Preferred Qualifications

• 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.

Why This Role Matters

The Account Manager / BDR role is a core growth lever for Kepware and ThingWorx. By combining outbound pipeline creation with ownership of mid-tier opportunities, this role increases sales velocity, expands revenue coverage, and ensures Kepware customers are efficiently developed into larger opportunities-while enabling Account Executives to remain focused on strategic enterprise deals.

PTC carefully considers a wide range of factors whendeterminingcompensation. Theanticipatedannual salary range for this position is between$68,000-100,000. Theanticipatedannual salary rangeencompasses boththe base salary and the on-target incentive compensationthat may beattainedin this role.The salary rangereflectsa good-faith estimate of compensation at the time of posting.

Actual compensation may vary based on a candidate's skills, qualifications, experience, and location.Eligible employeesalsohave the opportunity tobecome a PTC shareholder through our employee share purchase program (ESPP) which allowsfor thepurchaseofdiscounted PTC stock. Certainrolesmay also beeligible forparticipation 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 andif you are an office-assigned employee,a generous commuter subsidy. All total rewardsand benefitsprograms are subject toplan eligibility and other terms and conditions.

For more information about PTC's comprehensive benefits, please visitourCareers Page.

PTC recruits on a rolling basis. Candidates are considered as they apply, until the opportunity is filled.

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