Enterprise Account Manager 2/13/2020
JOB DESCRIPTIONAPPLY Company: Ansys
ANSYS is the global leader in engineering simulation, helping the world's most innovative companies deliver radically better products to their customers. By offering the best and broadest portfolio of engineering simulation software, ANSYS helps companies solve the most complex design challenges and engineer products limited only by imagination.
The Enterprise Account Manager ( EAM ) is primarily responsible for meeting sales and above average company growth targets and developing and executing upon a multi-year vision for executive level partnership engagement that generates a 2-4X revenue growth potential. The Enterprise Accounts are typically the largest global accounts at ANSYS with high expectations of customer engagement, collaboration, executive sponsorship and growth. The successful EAM must understand customer environment, the customer s customer/eco-system, customer s business priorities, customer s business challenges to align an ANSYS based solution that generates a measurable and impactful business outcome for the customer. The EAM must gain executive level sponsorship (with customer and inside of ANSYS), purchase commitment and manage the ongoing business relationship with the customer.
*Establishes a long-term global account plan, with buy-in from senior levels of ANSYS organization
*Knows the customer and its ecosystem,
*Understands customer s internal relationships, including the biases and concerns of individual decision makers and key influencers
*Develops exceptional knowledge of competitors
*Identifies customer s problems, key business initiatives and creates ROI-based proposals aligned to initiatives and generating business outcomes for customer
*Develops approach and business case (including required investments) to deliver sustainable growth
*Defines full potential of the account and ties this information into revenue expectations and resource planning
*Creates roadmap to drive significant penetration across all applicable ANSYS product lines
*Monitors 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
*Establishes relationships with customer executives who can serve as business champions for ANSYS
*Collaborates globally with account teams, product specialists, other functions within ANSYS, remote (direct/indirect) sites, and business partners to ensure a synergistic, companywide approach to the account
*Facilitates contract negotiations to achieve a win for both sides
*Leads executive sponsorship programs including Management Review Board (MRB) process
*Leads Customer Advisory Board process
*Remains knowledgeable and keeps abreast of ANSYS new and existing products/services
*Minimum bachelor s degree in an engineering discipline or bachelor s degree with technical sales experience
*Minimum 5 years sales experience, at least 2 years 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
*Ability to work collaboratively across a globally diverse account
*Minimum travel of 50%
*Proficient in the following competencies: Building Trusting Relationships, Business and Financial Acumen, High Impact Communication, Marshalling 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
CULTURE AND VALUES
Culture and values are incredibly important to ANSYS. They inform us of who we are, of how we act. Values aren't posters hanging on a wall or about trite or glib slogans. They aren't about rules and regulations. They can't just be handed down the organization. They are shared beliefs guideposts that we all follow when we're facing a challenge or a decision. Our values tell us how we live our lives; how we approach our jobs. Our values are crucial for fostering a culture of winning for our company:
* Customer focus
* Results and Accountability
* Transparency and Integrity
* Sense of urgency
* Collaboration and Teamwork
WORKING AT ANSYS
At ANSYS, you will find yourself among the sharpest minds and most visionary of leaders, collectively aiming to change the world with innovative technology and remarkable solutions. With the prestigious reputation in servicing 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. Because 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 . It s about the melding of disciplined intellect with strategic direction and results that have, can and will impact real people in real ways, forged within a working environment built on respect, autonomy and ethics.
At ANSYS, you will find yourself among those eager to drive the world towards the next best thing with hands planted firmly on the wheel.
Our team is passionate about pushing the limits of world-class simulation technology so our customers can turn their design concepts into successful, innovative products faster and at lower cost. As a measure of our success in attaining these goals, ANSYS has been recognized as one of the world's most innovative companies by prestigious publications such as Bloomberg Businessweek and FORTUNE magazines.
ANSYS is an S&P 500 company and a component of the NASDAQ-100.
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.
Nearest Major Market: Washington DC