Reference #: 1223614700
Requisition #:15295
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 Senior Strategic Account Executive "SSAE" is responsible for building long-term, strategic relationships with assigned accounts 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 SSAE is the lead account manager for high-value, complex and/or global strategic accounts. They are responsiblefor achieving and exceeding sales quota, identifying new opportunities for growth, establishing strong partnerships through ongoing connection and leading collaboration with internal and external partners. As a senior member of the team, the SSAE is an expert account manager that may be called upon to mentor junior team members, is relied upon to provide accurate forecasting and contributes to the broader success of the team.ThesuccessfulSSAE 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 and replace with Ansys software.
Identify and define solutions where ANSYSofferings can be applied and delivered (with help from account team and supportfunctions) compelling customer presentationsin coordination with technicalteam to enhance new businessopportunities .
Collaborates as needed with account teams, product specialists, ACE (Ansys Customer Excellence which are Ansys Application Engineers/etc.), remote (direct/indirect) sites, business partners and other functions within ANSYS to ensure a synergistic 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.
Understands customer's internal relationships, including the biases and concerns of individual decision makers and key influencers.
Research, analyze, maintain, and disseminate information about accounts; be well versed in thecustomer's problems, KBIs (key business initiatives), goals, needs, competitors andissues.
Facilitate multiyear deal contract negotiations and create ROI-based proposals as needed to achieve wins for boththe customer and Ansys.
Maintains healthypipeline to meetgoals and accurately enters data into Salesforce.
Completes administrative work including but not limited to quotation generation, order processing, delivery, acceptan e inspection, NDA, and other contract document preparation.
Remain knowledgeable and keep abreast of the company's new and existingproducts/services to facilitate salesefforts.Minimum Education/Certification Requirements and Experience
Education & Years of Experience: Bachelor's degree in technical, engineer, business or related field and 8+ years of experience OR 10+ years of experience
Demonstrated success in technical sales positions.
4+ years' experience as a senior/key/namedaccount manager.
Demonstrated leadership and team-building skillsrequired.
Fluent in English and in the local language of the territory
Travel: up to 50%Preferred Qualifications and Skills
Comprehensive knowledge of company's products/services and pricing practices.
Demonstrated understanding of engineering analysis andtechnology.
Demonstratedknowledge of the specific territory, product line, or customer(s)
Demonstrated proficiency of sales fundamentals, independently executes 8 pillars (key pillars which include executive relationships, generating demand, utilizing all of the company resources needed to achieve goals, etc.)
Advanced ability to manage multiple opportunities and priorities while trackingprogress
Works autonomously, proactive approach, requires little supervision
Ability to navigate complex sales and customer issues with no guidance
Excellent problem solving
Excellent communication and organizational skills
Excellent executive presentation and persuasion skills
Ability to coordinate internal and external ecosystems.
Excellent networking skills, ability to drive new contacts and maintain good business relationships
Ability to coach others on complex mattersAt 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 prosperOur 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 strongerOur Actions:
We commit to audacious goals
We work seamlessly as a team
We demonstrate mastery
We deliver outstanding resultsINCLUSION 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 in