Strategic Account Manager (16N62011117B)
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POST DATE 9/14/2016
END DATE 10/8/2016
JOB DESCRIPTIONStrategic Account Manager
HCR#16N62011117B The Strategic Account Manager (SAM) is primarily responsible for meeting sales - new business as well as runrate - and growth targets set for the assigned accounts by developing and implementing specific plans to fulfill ANSYS visions for the customers, and enabling success for them - productivity, innovation, top and bottom line growth. SAM has two key roles to act as a consultant to the customers and a strategist within ANSYS. SAM must understand customer environment, their business priorities, their business and technical needs, build and present a solution vision and gain executive level sponsorship, develop and propose appropriate solutions, gain the purchasing commitment and manage the ongoing business relationship with the customers. Some of these steps will be performed by leveraging the account team and collaborating with direct / indirect remote sites.
Meet new business, run rate and services quota goals for the assigned accounts
Formulate strategies for building and growing the accounts and maximize their potential value to ANSYS
Develop, maintain, and implement account plans that contain strategies and action plans for maximizing account revenues
Collaborate with account team, product specialists, other functions within ANSYS, remote (direct/indirect) sites, and business partners to ensure a synergistic, companywide approach to the account
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 including the biases and concerns of individual decision makers and key influencers
Systematically build relationships with members of the customer s power base in an effort to achieve strategic ally status, and within ANSYS (BUs, Marketing, Support, Finance and Legal) to garner support; be the customer advocate inside ANSYS and ensure that the customer receives the appropriate amount of management attention and added value whenever possible
Position ANSYS for prime opportunities by preselling its capabilities and solutions (solution vision) and gathering information that will help make ANSYS approach better (and distinctive) than those from competitors
Oversee solution development and deliver (with help from account team and support function) compelling customer presentations; help create proposals/offers that represent maximum value to the customer and fair price for ANSYS; ensure that proposals address customer s key issues, needs, and requirements, and align well their KBIs, Critical Success Factors, and KPIs
Facilitate contract negotiations and achieve a win for both sides
Provide accurate forecasts for new, renewal business, and services;. maintain healthy pipeline to meet goals
Monitor customer satisfaction and communicate customer concerns to account team, sales management, BUs and to others who serve the customer; communicate ANSYS commitment to the customer and manage customer expectations
Facilitate future business with the customer and seek out and help customer define new opportunities and applications where ANSYS offerings can be applied; be a facilitator and ensure that the right people in both organizations get together for activities such as management review board (MRB); schedule training, seminars, info days to enhance new business opportunities
Remain knowledgeable and keep abreast of ANSYS new and existing products/services to facilitate sales efforts; alert customer to new or improved products/services
JOB MINIMUM REQUIREMENTS AND QUALIFICATIONS
Minimum bachelor s degree in an engineering discipline or bachelor s degree with technical sales experience
Minimum 5 years sales experience, at least 2 year as a senior/key/named account manager, with a proven track record of success
Demonstrated basic understanding of PLM or engineering simulation space
Excellent communication (including at executive level) , organizational skills and the ability to work collaboratively
Minimum travel of 50%
Proficient in the following competencies: Building Trusting Relationships, Business and Financial Acumen, High Impact Communication, Marshaling Resources , Expanding and Advancing Opportunities, Devising Sales Approaches and Solutions, Initiating Action, Active Learning, Adaptability, Sustaining Customer Satisfaction, Sales Opportunity Analysis
10 years field sales experience is preferable
Demonstrated knowledge of ANSYS products/services, and pricing practices a plus
Knowledge of the specific accounts, industry a plus
Professional appearance and presentation
ABOUT ANSYS, INC.
If you ve ever seen a rocket launch, flown on an airplane, driven a car, used a computer, touched a mobile device, crossed a bridge, or put on wearable technology, chances are you ve used a product where ANSYS software played a critical role in its creation. ANSYS is the global leader in engineering simulation. We help the world s most innovative companies deliver radically better products to their customers. By offering the best and broadest portfolio of engineering simulation software, we help them solve the most complex design challenges and engineer products limited only by imagination. Join our nearly 3000 professionals in more than 75 strategic locations around the world in making a difference in the world of engineering simulation and product development. Visit www.ansys.com for more information.
ANSYS INSPIRE VALUES
STRIVE FOR EXCELLENCE
PASSION & INTENSITY
RESPECT & TRUST
Equal Opportunity Employer
PLEASE: No phone calls/No Recruiters