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Enterprise Account Executive

4 months ago

Beltsville, Maryland, United States Ansys Full time

Requisition #: 14201

Our Mission: Powering Innovation That Drives Human Advancement

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.

Innovate With Ansys, Power Your Career.

Summary / Role Purpose

The Enterprise Account Executive "EAE" is primarily responsible for developing and executing a multi-year vision for executive level partnership and engagement with their assigned accounts in order to sustain high revenue targets and generate new growth. Enterprise Accounts are the largest accounts at ANSYS valued at over $5M with high expectations of sustainable customer engagement, collaboration, executive sponsorship, and growth. The EAE serves as the lead for their assigned account(s) serving the US Federal and National defense customers. They are responsible for achieving and exceeding sales quota, driving the business relationships with the customer and leading collaboration with internal and external partners to create a seamless customer experience.

The successful EAE understands their customer's environment, the customer's customer/eco-system, the customer's business and mission priorities, and the customer's business and mission challenges. They must collaborate effectively and have a comprehensive understanding of Ansys' product portfolio to be able to align ANSYS based solutions that generate measurable and impactful outcomes for the customer. The EAE gains executive level sponsorship (with customer and inside of ANSYS), purchase commitment and manage the ongoing business relationship with the customer leading to consistent multi-year renewals and overall account growth.

Key Duties and Responsibilities

  • Establishes and maintains a long-term account plan, with buy-in from senior levels of ANSYS organization. Defines the long-term full potential of the account.
  • Performs sales activities, establishes, develops and maintains business relationships with executives who can serve as champions for ANSYS.
  • Maintain renewal business and generate new business to meet/exceed sales quota.
  • Leads collaboration with account teams, product specialists, ACE, remote sites, business partners and other functions within ANSYS to ensure a synergistic, companywide approach to the account.
  • Develops approach and business case (including required investments) to deliver sustainable growth.
  • Creates a vision and executes a roadmap to drive significant penetration across all applicable product lines.
  • Leads Customer Advisory Board process, executive sponsorship programs and facilitates regular touchpoint activities such as management review meetings (MRMs), trainings, seminars, and info days to ​strengthen relationships with key account stakeholders.
  • Monitors customer satisfaction and communicates customer concerns to the full account team, sales management, and others who serve the customer. Communicate ANSYS' commitment to the customer and actively manage customer expectations.
  • Research, analyze, maintain, and disseminate information about accounts; Knows the customer and its ecosystem, is well versed in the customer's problems, KBIs, goals, needs, competitors and issues​.
  • Understands customer's internal relationships, including the biases and concerns of individual decision makers and key influencers.
  • Facilitate complex contract negotiations and ROI-based proposals to achieve wins for both the customer and Ansys.
  • Maintains healthy pipeline to meet goals and accurately enters data into Salesforce.
  • Completes administrative work including but not limited to quotation generation, order processing, delivery, acceptance inspection, NDA and other contract preparation.
  • 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 6+ years of successful technical sales experience OR 8+ years of successful technical sales experience
  • 2+ years' experience as a senior account manager or supporting an enterprise account with a proven track record of success
  • Fluent in English and in the local language of the territory
  • Ability to hold or has an active TS/SI/TK clearance
  • 8+ years of experience with the US space domain, the OSD and the defense ecosystem
  • Travel: up to 50%

Preferred Qualifications and Skills

  • Comprehensive knowledge of company's products/services and pricing practices. ​
  • Demonstrated understanding of engineering analysis and technology​.
  • Knowledge of the industry or customer(s) a plus
  • Demonstrated proficiency of sales fundamentals, independently executes 8 pillars
  • Excellent knowledge of competitors and account ecosystem
  • Works autonomously, proactive approach with managerial guidance as needed
  • Ability to navigate complex sales and customer issues with little guidance
  • Excellent problem solving
  • Excellent communication and organizational skills
  • Excellent executive presentation and persuasion skills
  • Ability to coordinate internal and external ecosystems.
  • Excellent networking and relationship management skills
  • Experience negotiating multi-year contracts
  • Strong strategic planning skills
  • Strong leadership and collaboration skills

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. We are ONE Ansys. We operate on three key components: the commitments to our stakeholders, the behaviors of how we work together, and the actions of how we deliver results. 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

INCLUSION IS AT OUR 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.

WELCOME WHAT'S NEXT 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 innovative technology and transformational solutions. With a prestigious reputation in working with well-known, world-class companies, standards at Ansys are high — met by those willing to rise to the occasion and meet those challenges head on. Our team is passionate about pushing the limits of world-class simulation technology, empowering our customers to turn their design concepts into successful, innovative products faster and at a lower cost.

At Ansys, it's about the learning, the discovery, and the collaboration. It's about the "what's next" as much as the "mission accomplished." And it's about the melding of disciplined intellect with strategic direction and results that have, can, and do impact real people in real ways. All this is forged within a working environment built on respect, autonomy, and ethics.

CREATING A PLACE WE'RE PROUD TO BE

Ansys is an S&P 500 company and a member of the NASDAQ-100. We are proud to have been recognized for the following more recent awards, although our list goes on: Newsweek's Most Loved Workplace globally and in the U.S., Gold Stevie Award Winner, America's Most Responsible Companies, Fast Company World Changing Ideas, Great Place to Work Certified (Belgium, China, Greece, France, India, Japan, Korea, Spain, Sweden, Taiwan, and U.K.).

For more information, please visit us at

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.

Ansys does not accept unsolicited referrals for vacancies, and any unsolicited referral will become the property of Ansys. Upon hire, no fee will be owed to the agency, person, or entity.