Requisition #:14065
When visionary companies need to know how their world-changing ideas will perform, they close the gap between design and reality with Ansys simulation. For more than 50 years, Ansys software has enabled innovators across industries to push boundaries by using the predictive power of simulation. From sustainable transportation to advanced semiconductors, from satellite systems to life-saving medical devices, the next great leaps in human advancement will be powered by Ansys.
Take a leap of certainty ... with Ansys.
Summary / Role Purpose
The Enterprise Account Manager ("EAM") (m/f/d) is primarily responsible for meeting sales company growth targets and developing and executing upon a multi-year vision for executive level partnership engagement that generates substantial revenue growth potential. The Enterprise Accounts are the largest accounts at ANSYS with high expectations of sustainable customer engagement, collaboration, executive sponsorship, and growth. The successful EAM must understand customer environment, the customer's customer/eco-system, customer's business priorities, customer's business challenges to align an ANSYS based solution that generates a measurable and impactful business outcome for the customer. The EAM must gain executive level sponsorship (with customer and inside of ANSYS), purchase commitment and manage the ongoing business relationship with the customer.
Key Duties and Responsibilities
Establishes a long-term global account plan, with buy-in from senior levels of ANSYS organization. Define the long-term full potential of the account and ties this information into revenue expectations and resource planning.
Knows the customer and its ecosystem. Develop in-depth knowledge of the customer and their industry.
Understands customer's internal relationships, including the biases and concerns of individual decision makers and key influencers.
Establishes relationships with customer executives who can serve as business champions for ANSYS.
Collaborates globally with account teams, product specialists, ACE, remote (direct/indirect) sites, business partners and other functions within ANSYS to ensure a synergistic, companywide approach to the account.
Identifies customer's problems, key business initiatives and creates ROI-based proposals aligned to initiatives and generating business outcomes for customer.
Orchestrate seminars and training with presale engineers to strengthen our presence.
Develops approach and business case (including required investments) to deliver sustainable growth.
Creates roadmap to drive significant penetration across all applicable product lines.
Monitors customer satisfaction and communicate customer concerns and issues along with EAM's expectations to the full account team, sales management, BUs and to others who serve the customer and communicate ANSYS commitment to the customer and manage customer expectations.
Find and grow new opportunities as well as secure renewal sales.
Facilitates comprehensive multiyear deal contract negotiations to achieve a win for both Ansys and the customer.
Leads Customer Advisory Board process and executive sponsorship programs including Management Review Board (MRB) process.
Remains knowledgeable and keeps abreast of ANSYS new and existing products/service pipeline to meet goals.
Minimum Education/Certification Requirements and Experience
Education & Years of Experience: Bachelor's degree in technical, engineering, business or related field with 4+ years of successful technical sales experience with a proven track record of success OR 8+ years of successful technical sales experience
2+ years' experience as a senior/key/named account manager
Demonstrated understanding of engineering analysis and technology.
Excellent communication (including at executive level), organizational skills and the ability to work collaboratively.
Demonstrated leadership and team-building skills required.
Exceptional knowledge of competitors
Fluent in English
Travel: up to 50%
Preferred Qualifications and Skills
Demonstrated knowledge of company's products/services and pricing practices
Knowledge of the specific accounts
At Ansys, we know that changing the world takes vision, skill, and each other. We fuel new ideas, build relationships, and help each other realize our greatest potential in the knowledge that every day is an opportunity to observe, teach, inspire, and be inspired.Together as One Ansys, we are powering innovation that drives human advancement.
Our Commitments:
Amaze with innovative products and solutions
Make our customers incredibly successful
Act with integrity
Ensure employees thrive and shareholders prosper
Our Values:
Adaptability: Be open, welcome what's next
Courage: Be courageous, move forward passionately
Generosity: Be generous, share, listen, serve
Authenticity: Be you, make us stronger
Our Actions:
We commit to audacious goals
We work seamlessly as a team
We demonstrate mastery
We deliver outstanding results
OUR ONE ANSYS CULTURE HAS INCLUSION AT ITS CORE
We believe diverse thinking leads to better outcomes. We are committed to creating and nurturing a workplace that fuels this by welcoming people, no matter their background, identity, or experience, to a workplace where they are valued and where diversity, inclusion, equity, and belonging thrive.
TAKE A LEAP OF CERTAINTY IN YOUR CAREER AT ANSYS
At Ansys, you will find yourself among the sharpest minds and most visionary leaders across the globe. Collectively we strive to change the world with... For full info follow application link.
ANSYS is an Equal Opportunity Employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, veteran status, and other protected characteristics.
