Requisition #:16626
Our Mission: Powering Innovation That Drives Human AdvancementWhen 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 Executive "SAE" is responsible for building long-term, strategic relationships with assigned accounts in order to secure sustainable revenue through multi-year deals as well as identify and drive new business opportunities to maximize partnership profitability. Strategic Accounts are key global customers and/or strategically important partners as designated by leadership. The SAE is the lead account manager for high-value, complex and/or global strategic accounts. They are responsiblefor achieving and exceeding sales quota, consistently driving new business opportunities, establishing strong partnerships through ongoing connection and leading collaboration with internal and external partners.ThesuccessfulSAE represents thefull portfolio ofAnsysproducts and services to
assigned customers, while leading the customer account planning cycle and ensuring assigned customers' needs and expectations are met by the company. They understand the customer's business priorities and usage metrics and are clearly able to articulate the value-added benefit that Ansys is providing, leading to consistent year-over-year account growth.Key Duties and Responsibilities
Performs sales activities, establishes, develops and maintains business relationships with key customer stakeholders tomaintain renewal business andgenerate new business to meet annual sales quota. Understands how the competition is presenting their value proposition, set the account up to replace with Ansys software. Identify and define solutions where ANSYSofferings can be applied and deliver (with help from account team and supportfunctions) compelling customer presentationsin coordination with technicalteam to enhance new businessopportunities. Creates and executes a long-term strategy to grow usage by connecting the Ansys solutions to a customer challenge or priority. Collaborates with global 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. Facilitates regular touchpoint activities such as management reviewmeetings(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 definesuccess to demonstrate Ansys' ROI and enhance sale profitability. Develop sales and technical partnerships to uncover, understand and document keytechnical challenges / painpoints. Establishes and utilizes executive champions in the customer to drive the outcomes of 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 thecustomer's problems, KBIs, goals, needs, andissues. Understand and document the organizational chart and salesprocess. Facilitate multiyear deal contract negotiations and create ROI-based proposals as needed to achieve wins for boththe customer and Ansys. Maintains healthypipeline to meetgoalsand accurately enters data into Salesforce. Completes administrative work including but not limited to quotation generation, order processing, delivery, acceptance inspection, NDA andother contract document preparation. Remain knowledgeable and keeps abreast of the company's new and existingproducts/services to facilitate salesefforts. Coaches earlier career sales professionalsMinimum Education/Certification Requirements and Experience
Education & Years of Experience: Bachelor's degree in technical, engineer, business or related field and 6+ years of experience OR 8+ years of experience 2+ years experience as a senior/key/namedaccount manager Demonstrated success in technical sales positions growing key accounts Strong ability to manage multiple opportunities and priorities while trackingprogress Works autonomously, proactive approach with managerial guidance as needed Proven executive presentation and persuasion skills. Strong strategic planning skills Ability to navigate complex sales and customer issues with little guidance Strong networking skills, ability to drive new contacts and maintain good business relationships Fluent in English and in the local language of the territory Travel: up to 50%Preferred Qualifications and Skills
Demonstrated knowledge of company's products/services and pricing practices. Demonstrated understanding of engineering analysis andtechnology. Knowledge of the specific territory, product line, or customer(s) a plus Demonstrated proficiency of sales fundamentals, independently executes 8 pillars Excellent problem solving Ability to coordinate internal and external ecosystems. Ability to coach othersAt Ansys, we know that changing the world takes vision, skill, and each