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Strategic Account Manager

2 months ago

Exton, United States ANSYS Full time

Requisition #:15311

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 Strategic Account Manager is responsible for assisting with building long-term, strategic relationships between key stakeholders in assigned strategic accounts and Ansys in order to drive new business and maintain renewal business. Strategic Accounts are key global customers and/or strategically important partners as designated by leadership. The Strategic Account Manager may act in the capacity of lead account manager for primary assigned accounts or as secondary support for large or global accounts. They are responsible for achieving sales quota, identifying new opportunities for growth and establishing strong partnerships through ongoing connection and collaboration on all primary assigned accounts. When assigned as secondary support, Strategic Account Managers are responsible for developing and managing client relationships, preparing sales presentations and proposals, coordinating account support and developing knowledge of the customer needs and Ansys solutions.

The successful Strategic Account Manager represents the full portfolio of Ansys products and services to assigned customers, while supporting the customer account planning cycle and ensuring assigned customers' needs and expectations are met by the company. They can identify the customer's business priorities and usage metrics and the value-added benefit that Ansys is providing.

Key Duties and Responsibilities

* Performs sales activities, establishes, develops and maintains business relationships with key customer stakeholders to maintain renewal business and generate new business to meet annual sales quota for primary accounts.

* Identify and define solutions where ANSYS offerings can be applied and develop compelling customer presentations in coordination with technical team to enhance new business opportunities.

* Supports and executes a long-term strategy to grow usage by connecting the Ansys solutions to a customer challenge or priority.

* Coordinates with account teams, product specialists, ACE, remote (direct/indirect) sites, business partners and other functions within ANSYS to provide full wrap around support for assigned accounts.

* Supports facilitation of regular touchpoint activities such as management review meetings (MRMs), trainings, seminars, and info days to strengthen relationships with key account stakeholders.

* Document customer's before and after required capabilities along with metrics that define success to demonstrate Ansys' ROI and enhance sale profitability.

* Supports sales and technical partnerships to uncover, understand and document key technical challenges / pain points.

* Discovers customer's internal relationships, including the biases and concerns of individual decision makers and key influencers.

* Research, gather, analyze, maintain, and disseminate information about the accounts; develop exceptional knowledge of the customer and competitors and be well versed in the customer's problems, KBIs, goals, needs, and issues. Understand and document the organizational chart and sales process.

* Support multiyear deal contract negotiations and create ROI-based proposals as needed 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 document preparation.

* Remain knowledgeable and keep abreast of the company's new and existing products/services to facilitate sales efforts.

Minimum Education/Certification Requirements and Experience

* Education & Years of Experience: Bachelor's degree in technical, engineer, business or related field and 2+ years of experience or 4+ years of experience

* Demonstrated success in technical sales positions

* Fluent in English and in the local language of the territory

* Travel: up to 50%

Preferred Qualifications and Skills

* Basic knowledge of company's products/services and pricing practices.

* Basic understanding of engineering analysis and technology.

* Knowledge of the specific territory, product line, or customer(s) a plus

* General understanding of sales fundamentals and 8 pillars

* Ability to manage multiple opportunities and priorities while tracking progress.

* Works under close managerial supervision

* Takes initiative identifying customer issues and successfully applies directives

* Strategic planning skills

* Strong communication and organizational skills

* Demonstrated executive presentation and persuasion skills

* Ability to coordinate internal and external ecosystems.

* Networking skills, ability to drive new contacts and maintain good business relationships

* Leadership and team-building 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 ourcustomers 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 www.ansys.com

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.