MINIMUM EDUCATION/CERTIFICATION REQUIREMENTS AND EXPERIENCE

• Bachelor’s degree in technical, engineering, business or related field with 6+ years of successful technical sales experience OR 8+ years of successful technical sales experience
• 2+ years’ experience as a senior account manager or supporting an enterprise account with a proven track record of success
• 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.
• Knowledge of the industry or customer(s) a plus
• Demonstrated proficiency of sales fundamentals, independently executes 8 pillars
• Excellent knowledge of competitors and account ecosystem
• Works autonomously, proactive approach with managerial guidance as needed
• Ability to navigate complex sales and customer issues with little guidance
• Excellent problem solving
• Excellent communication and organizational skills
• Excellent executive presentation and persuasion skills
• Ability to coordinate internal and external ecosystems.
• Excellent networking and relationship management skills
• Experience negotiating multi-year contracts
• Strong strategic planning skills
• Strong leadership and collaboration skills

SUMMARY / ROLE PURPOSE

The Enterprise Account Executive “EAE” (m/f/d) is primarily responsible for developing and executing a multi-year vision for executive level partnership and engagement with their assigned account in order to sustain high revenue targets and generate new growth. Enterprise Accounts are the largest accounts at ANSYS valued at over $5M with high expectations of sustainable customer engagement, collaboration, executive sponsorship, and growth. The EAE serves as the team lead for their assigned account(s). They are responsible for achieving and exceeding sales quota, driving the global business relationship with the customer and leading collaboration with internal and external partners to create a seamless customer experience.
The successful EAE 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 comprehensive understanding of Ansys’ product portfolio to be able to align ANSYS based solutions that generate measurable and impactful business outcomes for the customer. The EAE gains executive level sponsorship (with customer and inside of ANSYS), 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 and maintains 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 executives who can serve as business champions for ANSYS.
• Maintain renewal business and generate new business to meet/exceed sales quota.
• Leads global collaboration with account teams, product specialists, ACE, remote sites, business partners and other functions within ANSYS to ensure a synergistic, companywide approach to the account.
• Develops approach and business case (including required investments) to deliver sustainable growth.
• Creates a global vision and executes roadmap to drive significant penetration across all applicable product lines.
• Leads 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 key 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.
• Facilitate multiyear deal contract negotiations and ROI-based proposals 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.