Channel Development Executive

at  Ansys

MINIMUM EDUCATION/CERTIFICATION REQUIREMENTS AND EXPERIENCE

• Education & Years of Experience: Bachelor’s degree in technical, engineering, business or related field with 4+ years successful sales experience in key accounts, and indirect channel account management experience in software industry OR 8+ years of successful sales experience in key accounts, and indirect channel account management experience in software industry.
• Experience in negotiating sales contracts with key accounts.
• Must be able to quickly identify issues, communicate to management, and recommend solutions.
• Proven track record in managing indirect sales channels.
• Strong analytical, planning, coaching and communication skills.
• Fluent in English and German
• Travel: up to 50%

PREFERRED QUALIFICATIONS AND SKILLS

• MBA preferred
• Strong sales and business acumen
• Demonstrated awareness and understanding of engineering design processes, and of how PLM / simulation tools are deployed in manufacturing and process industries.

SUMMARY / ROLE PURPOSE

The Channel Development Manager (m/f/d) is responsible to achieve sales plan for a specified region and help grow ANSYS business in a sustainable way. The successful Channel Development Manager will implement the ANSYS Partner Program and work closely with channel partners, ensuring they have the focus and commitment necessary to succeed. The Channel Development Manager is required to assess the market potential and recruit more Channel partners ( Tier 1 or 2) thus ensuring Solution and geographic coverage. This role is also responsible for informing ANSYS management of region-specific requirements, competition activities, issues or obstacles that may affect short- and long-term performance.

KEY DUTIES AND RESPONSIBILITIES

• Responsible to enable channel partners in specified region selling ANSYS products while exhibiting ANSYS Sales Channel principles. Will own the sales plan for all channel partners in a specified region.
• Establish productive relationships with key partner personnel and ensure ANSYS and Channel Partner priorities are aligned.
• Lead annual joint business planning and implementation, as well as quarterly business reviews for performance tracking and determining corrective actions.
• Drive awareness and adoption of channel programs, tools, and resources.
• Provide / coordinate the support, training and coaching required to increase partner skills, competency, and commitment in sales, technical, marketing and order management sub functions.
• Assist / support partners with pipeline development effort essential to driving sustainable and profitable growth.
• Provide hands-on leadership and support for larger opportunities, and for other significant regional opportunities. Gain access and manage relationships with senior level customer executives.
• Provide accurate and timely forecast, including forward 3 quarter pipelines for all channel partners. Review forecast and pipeline with channel partners on a regular basis.
• Take ownership and ensure proper and timely resolution to partner issues and requests - customer pricing, discounting & special offers, channel conflicts, sales splits, customer concerns such as software performance issues, and assist in development of tactical solution strategies. Interface directly with customers to ensure satisfaction with ANSYS solutions.
• Develop relationships with new and existing ANSYS Solution Partners for co-marketing for generating demand: hardware (HPE, nVidia, etc.), software (Microsoft, etc.), services, and academic partners. Develop positive ANSYS image at all levels and serve as the ANSYS face to all parties.
• Assist ANSYS management in analyzing regional business trends, industries, competitors and market data to set market coverage strategy. If needed, also provide assistance with Go-To-Market model definition, number and types of partnered needed to cover the market, channel recruitment, onboarding and development.Ensure partners’ compliance with channel programs and agreements.