Senior Strategic Account Executive

Requisition # : 15295

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 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 responsible for 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.

The successful SSAE represents the full portfolio of Ansys products 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 to maintain renewal business and generate 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 ANSYS offerings can be applied and delivered (with help from account team and support functions) compelling customer presentations in coordination with technical team to enhance new business opportunities .
• 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 review meetings (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 define success to demonstrate Ansys’ ROI and enhance sale profitability.
• Develop sales and technical partnerships to uncover, understand and document key technical challenges / pain points.
• 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 the customer’s problems, KBIs (key business initiatives), goals, needs, competitors and issues.
• Facilitate multiyear deal contract negotiations and create 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 document preparation.
• Remain knowledgeable and keep abreast of the company's new and existing products / services to facilitate sales efforts.

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 / named account manager.
• Demonstrated leadership and team-building skills required.
• 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 and technology.
• Demonstrated knowledge 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 tracking progress
• 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 matters

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 , 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 ).