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Enterprise Global Account Manager

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POST DATE 2/12/2020
END DATE 3/20/2020

ANSYS Atlanta, GA

Company
ANSYS
Location
Atlanta, GA
AJE Ref #
586769689
Job Classification
Full Time
Job Type
Regular
Company Ref #
626037300-Atlanta
Experience
Mid-Career (2 - 15 years)
Education
Bachelors Degree

JOB DESCRIPTION

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.





SUMMARY

The Enterprise Account Manager-Federal ( 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 within the federal and A & D space. 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.



RESPONSIBILITIES

* 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 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 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%

* Demonstrated basic understanding of PLM or engineering simulation space



PREFERRED QUALIFICATIONS

* 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

* Military experience preferred

* Track record of closing significant and innovative business at major Aerospace and Defense Agencies or primes such as U.S. ARMY, NAVY, AIRFORCE, NASA, Lockheed, Boeing, Raytheon, Northrop and others

* Track record of working within the DoD ecosystem including DARPA, IRAPA, OSD, DMEA, DLA, and the DOD R&D Labs to win critical programs

* Demonstrated knowledge of the various US Government contracting vehicles requirements including BOA s, IDIQ s, and OT s

* Demonstrated knowledge and understanding of US Government procurement regulations including FARs, DFARs, and DEARs



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

* Innovation

* Transparency and Integrity

* Mastery

* Inclusiveness

* 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.

Nearest Major Market: Phoenix