MINIMUM EDUCATION/CERTIFICATION REQUIREMENTS AND EXPERIENCE

• Education & Years of Experience: Bachelor’s degree in technical, engineering, business or related field with 2+ years of successful technical sales experience OR 4+ years of successful technical sales experience
• Ability to manage multiple opportunities and priorities while tracking progress
• Works under close managerial supervision
• Fluent in English and in the local language of the territory
• Travel: up to 50%

PREFERRED QUALIFICATIONS

• Basic knowledge of company’s products/services and pricing practices.
• Basic understanding of engineering analysis and technology.
• Knowledge of the industry or customer(s) a plus
• General understanding of sales fundamentals and 8 pillars
• General knowledge of competitors and account ecosystem
• Works under close managerial supervision
• Takes initiative identifying customer issues and successfully applies directives
• Strong problem solving
• Strong communication and organizational skills
• Demonstrated executive presentation and persuasion skills
• Ability to coordinate internal and external ecosystems.
• Strong networking and relationship management skills
• Strong collaboration skills

SUMMARY / ROLE PURPOSE

The Regional Account Manager “RAM” (m/f/d) is responsible for supporting a multi-year vision for executive level partnership and engagement with their assigned regional Enterprise territory accounts in order 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 Regional Account Manager will work with the named Enterprise Account Executive to execute the overall account strategy at regional customer sites.
The successful RAM proactively learns about 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 basic understanding of Ansys’ product portfolio to be able to align ANSYS based solutions that generate measurable and impactful business outcomes for the customer. The RAM must support the named Enterprise Account Executive to gain 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

• Support the named Enterprise Account Executive to establish a long-term global account plan, with buy-in from senior levels of ANSYS organization
• Understands the regional customer
• Understands regional customer’s internal relationships, including the individual decision makers and key influencers
• Develops knowledge of competitors
• Identifies regional 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 for regional customer growth
• Defines potential of the regional account and ties this information into revenue expectations and resource planning
• Creates roadmap for regional customer to drive penetration across ANSYS product lines
• Monitors regional customer satisfaction and communicates customer concerns to the named Enterprise Account Executive; communicate ANSYS commitment to the customer and manage customer expectations
• Supports customer engagement efforts regionally through frequent customer interaction, program support and activity under GAM guidance.
• Establishes relationships with regional 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
• Supports the named Enterprise Account Executive to facilitate contract negotiations to achieve a win for both sides
• Maintains 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/services