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Senior Enterprise Account Manager - FA&D
ANSYS Exton, Pennsylvania
01/24/2025
Full time
Requisition #: 15644 Our Mission: Powering Innovation That Drives Human Advancement When 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 Enterprise Account Executive "SEAM" is primarily responsible for executing a multi-year vision for executive level partnership and engagement with their assigned account(s) to sustain high revenue targets and generate new growth. Enterprise Accounts are the largest accounts at ANSYS with high expectations of sustainable customer engagement, collaboration, executive sponsorship, and growth. The SEAM serves as secondary support for global enterprise accounts and may serve as lead account manager on smaller enterprise accounts. They are responsible for achieving and exceeding sales quota, establishing strong partnerships with the customer through ongoing connection and collaborating with internal and external partners to create a seamless customer experience. The successful SEAM understands their customer's environment, the customer's customer/eco-system, the customer's business priorities, and the customer's business challenges. They must collaborate effectively and have a complete understanding of Ansys' product portfolio to be able to align ANSYS based solutions that generate measurable and impactful business outcomes for the customer. The SEAM helps to gain executive level sponsorship, purchase commitment, and manage the ongoing business relationship with the customer leading to consistent multi-year renewals and overall account growth. Key Duties and Responsibilities Establishes a long-term global account plan, with buy-in from senior levels of ANSYS organization. Defines the long-term full potential of the account. Performs sales activities, establishes, develops, and maintains business relationships with key customer stakeholders who can serve as business champions for ANSYS. Maintain renewal business and generate new business to meet/exceed sales quota. Collaborates globally with 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. Supports business case development and approach (including required investments) to deliver sustainable growth. Executes roadmap to drive significant penetration across all applicable product lines. Manages Customer Advisory Board process, executive sponsorship programs and facilitates regular touchpoint activities such as management review meetings (MRMs), trainings, seminars, and info days to strengthen relationships with account stakeholders. Monitors customer satisfaction and communicates customer concerns to the full account team, sales management, and others who serve the customer. Communicate ANSYS' commitment to the customer and actively manage customer expectations. Research, analyze, maintain, and disseminate information about accounts; Knows the customer and its ecosystem, is well versed in the customer's problems, KBIs, goals, needs, competitors and issues. Understands customer's internal relationships, including the biases and concerns of individual decision makers and key influencers. Supports multi-year deal contract negotiations and creates ROI-based proposals as needed to achieve wins for both the customer and Ansys. Maintains healthy pipeline to meet goals and accurately enters data into Salesforce. Completes administrative work including but not limited to quotation generation, order processing, delivery, acceptance inspection, NDA and other contract preparation. Remains knowledgeable and keeps abreast of ANSYS new and existing products/service pipeline to meet goals. Minimum Education/Certification Requirements and Experience Education & Years of Experience: Bachelor's degree in technical, engineering, business or related field with 4+ years of successful technical sales experience with a proven track record of success OR 6+ years of successful technical sales experience 2+ years' experience as a successful strategic/named account manager Demonstrated knowledge of competitors and account ecosystem Works independently with managerial guidance as needed Ability to navigate moderately complex sales and customer issues with guidance Strong executive presentation and persuasion skills Ability to coordinate internal and external ecosystems. Strong networking and relationship management skills Experience with long term planning Experience negotiating multi-year contracts Fluent in English and in the local language of the territory Travel: up to 50% Preferred Qualification Demonstrated knowledge of company's products/services and pricing practices. Demonstrated understanding of engineering analysis and technology. Cultural awareness and knowledge of how business is different in different cultures Demonstrated understanding of sales fundamentals, experience executing all 8 pillars Strong problem solving Strong communication and organizational skills Experience with long-term planning Experience negotiating multi-year contracts a plus Strong collaboration skills At 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 our customers incredibly successful Act with integrity Ensure employees thrive and shareholders prosper Our 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 stronger Our Actions: We commit to audacious goals We work seamlessly as a team We demonstrate mastery We deliver outstanding results INCLUSION 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 into successful, innovative products faster and at a lower cost. 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." And it's about the melding of disciplined intellect with strategic direction and results that have, can, and do impact real people in real ways. All this is forged within a working environment built on respect, autonomy, and ethics. CREATING A PLACE WE'RE PROUD TO BE Ansys is an S&P 500 company and a member of the NASDAQ-100. We are proud to have been recognized for the following more recent awards, although our list goes on: Newsweek's Most Loved Workplace globally and in the U.S., Gold Stevie Award Winner, America's Most Responsible Companies, Fast Company World Changing Ideas, Great Place to Work Certified (Belgium, China, Greece, France, India, Japan, Korea, Spain, Sweden, Taiwan, and U.K.). For more information, please visit us at 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.
Senior Enterprise Account Manager - FA&D
ANSYS Boulder, Colorado
01/24/2025
Full time
Requisition #: 15644 Our Mission: Powering Innovation That Drives Human Advancement When 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 Enterprise Account Executive "SEAM" is primarily responsible for executing a multi-year vision for executive level partnership and engagement with their assigned account(s) to sustain high revenue targets and generate new growth. Enterprise Accounts are the largest accounts at ANSYS with high expectations of sustainable customer engagement, collaboration, executive sponsorship, and growth. The SEAM serves as secondary support for global enterprise accounts and may serve as lead account manager on smaller enterprise accounts. They are responsible for achieving and exceeding sales quota, establishing strong partnerships with the customer through ongoing connection and collaborating with internal and external partners to create a seamless customer experience. The successful SEAM understands their customer's environment, the customer's customer/eco-system, the customer's business priorities, and the customer's business challenges. They must collaborate effectively and have a complete understanding of Ansys' product portfolio to be able to align ANSYS based solutions that generate measurable and impactful business outcomes for the customer. The SEAM helps to gain executive level sponsorship, purchase commitment, and manage the ongoing business relationship with the customer leading to consistent multi-year renewals and overall account growth. Key Duties and Responsibilities Establishes a long-term global account plan, with buy-in from senior levels of ANSYS organization. Defines the long-term full potential of the account. Performs sales activities, establishes, develops, and maintains business relationships with key customer stakeholders who can serve as business champions for ANSYS. Maintain renewal business and generate new business to meet/exceed sales quota. Collaborates globally with 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. Supports business case development and approach (including required investments) to deliver sustainable growth. Executes roadmap to drive significant penetration across all applicable product lines. Manages Customer Advisory Board process, executive sponsorship programs and facilitates regular touchpoint activities such as management review meetings (MRMs), trainings, seminars, and info days to strengthen relationships with account stakeholders. Monitors customer satisfaction and communicates customer concerns to the full account team, sales management, and others who serve the customer. Communicate ANSYS' commitment to the customer and actively manage customer expectations. Research, analyze, maintain, and disseminate information about accounts; Knows the customer and its ecosystem, is well versed in the customer's problems, KBIs, goals, needs, competitors and issues. Understands customer's internal relationships, including the biases and concerns of individual decision makers and key influencers. Supports multi-year deal contract negotiations and creates ROI-based proposals as needed to achieve wins for both the customer and Ansys. Maintains healthy pipeline to meet goals and accurately enters data into Salesforce. Completes administrative work including but not limited to quotation generation, order processing, delivery, acceptance inspection, NDA and other contract preparation. Remains knowledgeable and keeps abreast of ANSYS new and existing products/service pipeline to meet goals. Minimum Education/Certification Requirements and Experience Education & Years of Experience: Bachelor's degree in technical, engineering, business or related field with 4+ years of successful technical sales experience with a proven track record of success OR 6+ years of successful technical sales experience 2+ years' experience as a successful strategic/named account manager Demonstrated knowledge of competitors and account ecosystem Works independently with managerial guidance as needed Ability to navigate moderately complex sales and customer issues with guidance Strong executive presentation and persuasion skills Ability to coordinate internal and external ecosystems. Strong networking and relationship management skills Experience with long term planning Experience negotiating multi-year contracts Fluent in English and in the local language of the territory Travel: up to 50% Preferred Qualification Demonstrated knowledge of company's products/services and pricing practices. Demonstrated understanding of engineering analysis and technology. Cultural awareness and knowledge of how business is different in different cultures Demonstrated understanding of sales fundamentals, experience executing all 8 pillars Strong problem solving Strong communication and organizational skills Experience with long-term planning Experience negotiating multi-year contracts a plus Strong collaboration skills At 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 our customers incredibly successful Act with integrity Ensure employees thrive and shareholders prosper Our 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 stronger Our Actions: We commit to audacious goals We work seamlessly as a team We demonstrate mastery We deliver outstanding results INCLUSION 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 into successful, innovative products faster and at a lower cost. 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." And it's about the melding of disciplined intellect with strategic direction and results that have, can, and do impact real people in real ways. All this is forged within a working environment built on respect, autonomy, and ethics. CREATING A PLACE WE'RE PROUD TO BE Ansys is an S&P 500 company and a member of the NASDAQ-100. We are proud to have been recognized for the following more recent awards, although our list goes on: Newsweek's Most Loved Workplace globally and in the U.S., Gold Stevie Award Winner, America's Most Responsible Companies, Fast Company World Changing Ideas, Great Place to Work Certified (Belgium, China, Greece, France, India, Japan, Korea, Spain, Sweden, Taiwan, and U.K.). For more information, please visit us at 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.
Senior Enterprise Account Manager - FA&D
ANSYS Irvine, California
01/23/2025
Full time
Requisition #: 15644 Our Mission: Powering Innovation That Drives Human Advancement When 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 Enterprise Account Executive "SEAM" is primarily responsible for executing a multi-year vision for executive level partnership and engagement with their assigned account(s) to sustain high revenue targets and generate new growth. Enterprise Accounts are the largest accounts at ANSYS with high expectations of sustainable customer engagement, collaboration, executive sponsorship, and growth. The SEAM serves as secondary support for global enterprise accounts and may serve as lead account manager on smaller enterprise accounts. They are responsible for achieving and exceeding sales quota, establishing strong partnerships with the customer through ongoing connection and collaborating with internal and external partners to create a seamless customer experience. The successful SEAM understands their customer's environment, the customer's customer/eco-system, the customer's business priorities, and the customer's business challenges. They must collaborate effectively and have a complete understanding of Ansys' product portfolio to be able to align ANSYS based solutions that generate measurable and impactful business outcomes for the customer. The SEAM helps to gain executive level sponsorship, purchase commitment, and manage the ongoing business relationship with the customer leading to consistent multi-year renewals and overall account growth. Key Duties and Responsibilities Establishes a long-term global account plan, with buy-in from senior levels of ANSYS organization. Defines the long-term full potential of the account. Performs sales activities, establishes, develops, and maintains business relationships with key customer stakeholders who can serve as business champions for ANSYS. Maintain renewal business and generate new business to meet/exceed sales quota. Collaborates globally with 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. Supports business case development and approach (including required investments) to deliver sustainable growth. Executes roadmap to drive significant penetration across all applicable product lines. Manages Customer Advisory Board process, executive sponsorship programs and facilitates regular touchpoint activities such as management review meetings (MRMs), trainings, seminars, and info days to strengthen relationships with account stakeholders. Monitors customer satisfaction and communicates customer concerns to the full account team, sales management, and others who serve the customer. Communicate ANSYS' commitment to the customer and actively manage customer expectations. Research, analyze, maintain, and disseminate information about accounts; Knows the customer and its ecosystem, is well versed in the customer's problems, KBIs, goals, needs, competitors and issues. Understands customer's internal relationships, including the biases and concerns of individual decision makers and key influencers. Supports multi-year deal contract negotiations and creates ROI-based proposals as needed to achieve wins for both the customer and Ansys. Maintains healthy pipeline to meet goals and accurately enters data into Salesforce. Completes administrative work including but not limited to quotation generation, order processing, delivery, acceptance inspection, NDA and other contract preparation. Remains knowledgeable and keeps abreast of ANSYS new and existing products/service pipeline to meet goals. Minimum Education/Certification Requirements and Experience Education & Years of Experience: Bachelor's degree in technical, engineering, business or related field with 4+ years of successful technical sales experience with a proven track record of success OR 6+ years of successful technical sales experience 2+ years' experience as a successful strategic/named account manager Demonstrated knowledge of competitors and account ecosystem Works independently with managerial guidance as needed Ability to navigate moderately complex sales and customer issues with guidance Strong executive presentation and persuasion skills Ability to coordinate internal and external ecosystems. Strong networking and relationship management skills Experience with long term planning Experience negotiating multi-year contracts Fluent in English and in the local language of the territory Travel: up to 50% Preferred Qualification Demonstrated knowledge of company's products/services and pricing practices. Demonstrated understanding of engineering analysis and technology. Cultural awareness and knowledge of how business is different in different cultures Demonstrated understanding of sales fundamentals, experience executing all 8 pillars Strong problem solving Strong communication and organizational skills Experience with long-term planning Experience negotiating multi-year contracts a plus Strong collaboration skills At 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 our customers incredibly successful Act with integrity Ensure employees thrive and shareholders prosper Our 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 stronger Our Actions: We commit to audacious goals We work seamlessly as a team We demonstrate mastery We deliver outstanding results INCLUSION 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 into successful, innovative products faster and at a lower cost. 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." And it's about the melding of disciplined intellect with strategic direction and results that have, can, and do impact real people in real ways. All this is forged within a working environment built on respect, autonomy, and ethics. CREATING A PLACE WE'RE PROUD TO BE Ansys is an S&P 500 company and a member of the NASDAQ-100. We are proud to have been recognized for the following more recent awards, although our list goes on: Newsweek's Most Loved Workplace globally and in the U.S., Gold Stevie Award Winner, America's Most Responsible Companies, Fast Company World Changing Ideas, Great Place to Work Certified (Belgium, China, Greece, France, India, Japan, Korea, Spain, Sweden, Taiwan, and U.K.). For more information, please visit us at 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.