RTM - Canadian Channel Business Manager - Remote

at  Ansys

MINIMUM EDUCATION/CERTIFICATION REQUIREMENTS AND EXPERIENCE

• Education & Years of Experience: Bachelor’s degree in technical, engineering, business or related field with 6+ years successful sales, key accounts, and indirect channel account management experience in software industry OR 8+ years successful sales, key accounts, and indirect channel account management experience in software industry.
• Demonstrated understanding of scientific or technical software products/services, pricing / licensing practices, and consultative selling skills
• Excellent time management, communication, decision-making, human relations, presentation, and organization skills
• Excellent contract negotiation abilities with key accounts.
• Strong analytical, planning, coaching and communication skills.
• Travel: up to 50%

PREFERRED QUALIFICATIONS AND SKILLS

• Fluent in English and in the local language of the territory
• MBA or advanced degree
• Simulation / PLM software Industry experience
  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

SUMMARY / ROLE PURPOSE

The Regional Territory Manager is responsible for growing company sales from small to medium-sized businesses through indirect and direct sales activities, leadership, and key customer / market opportunity development. The successful Regional Territory Manager indirectly leads channel partner reps with a “sell-with” sales approach and will leverage technical sales support and marketing to meet assigned territory’s sales goals. The Regional Territory Manager champions the ANSYS Partner Program and works closely with channel partners, ensuring they have the focus and commitment necessary to succeed.

KEY DUTIES AND RESPONSIBILITIES

• Responsible for selling ANSYS solutions in a specified region through channel partners while exhibiting ANSYS Channel principles. Owns the sales plan for specified region.
• Provide hands-on leadership for sales opportunities.
• Gain access and drive relationships with senior level customer executives.
• Coach and motivate channel partner representatives to grow their Ansys selling skills.
• Make joint customer visits, and ensure sales, technical and principal trainings and certifications are performed in a timely manner.
• Provide accurate and timely forecast. Review forecast and pipeline with channel partners on a regular basis.
• Manage partner capacity and capabilities.
• Ensure successful implementation of ANSYS Partner Program, including marketing programs, to achieve success and effectively manage and develop the region for future growth.
• Mediate channel partner requests and/or issues: customer pricing, discounting, special offerings, 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.
• Assist ANSYS regional sales leader in analyzing regional business trends, industries, competitors, and market data to set market coverage strategy. If needed, also aid with Go-To-Market model definition, channel recruitment, onboarding and development.
• Act as a liaison between channel partners and ANSYS Business Units, Marketing, Legal, Finance, and Business Operations to ensure efficient workflows and problem solving.