Senior Enterprise Account Manager - Aerospace & Defense

at  Ansys

MINIMUM EDUCATION/CERTIFICATION REQUIREMENTS AND EXPERIENCE

• Education & Years of Experience: Bachelor’s degree in technical, engineering, business or related field with 5+ years of successful technical sales experience with a proven track record of success OR 10+ years of successful technical sales experience
• 4+ years’ experience as a senior/key/named account manager
• Demonstrated understanding of engineering analysis and technology.
• Excellent communication (including at executive level), organizational skills and the ability to work collaboratively.
• Demonstrated leadership and team-building skills required.
• Ability to understand and develop understanding of customer’s industry & partner ecosystem.
• Ability to hold or has an active TS/SI/TK clearance
• Experience selling into or supporting the Federal Aerospace & Defense market
• Fluent in English
• Travel: up to 50%

PREFERRED QUALIFICATIONS AND SKILLS

• Demonstrated knowledge of company’s products/services and pricing practices.
• Track record of closing significant and innovative business at large Companies and or government branches to win critical programs.
• 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
  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 Enterprise Account Manager (“EAM”) is primarily responsible for meeting sales and company growth targets and developing and executing upon a multi-year vision for executive level partnership engagement that generates double digit ACV growth. The Enterprise Accounts are the largest accounts at ANSYS with high expectations of sustainable customer engagement, collaboration, executive sponsorship and growth. The successful EAM must understand customer environment, the customer’s customer/eco-system, customer’s business and mission priorities, customer’s business/mission challenges to align an ANSYS based solution that generates a measurable and impactful business/mission outcome for the customer. The EAM must gain executive level sponsorship (with customer and inside of ANSYS), purchase commitment and manage the ongoing business relationship with the customer.

KEY DUTIES AND RESPONSIBILITIES

• Establishes a long-term account plan, with buy-in from senior levels of ANSYS organization. Define the long-term full potential of the account and ties this information into revenue expectations and resource planning.
• Knows the customer and its ecosystem. Develop in-depth knowledge of the customer and their industry.
• Understands customer’s internal relationships, including the biases and concerns of individual decision makers and key influencers.
• Establishes relationships with customer executives who can serve as business champions for ANSYS.
• Collaborates with account teams, product specialists, ACE, remote (direct/indirect) sites, business partners and other functions within ANSYS to ensure a synergistic, companywide approach to the account.
• Identifies customer’s problems, key business initiatives and creates ROI/Mission Outcome-based proposals aligned to initiatives and generating positive outcomes for customer.
• Orchestrate seminars and training with presale engineers to strengthen our presence.
• Creates roadmap to drive significant penetration across all applicable product lines.
• Monitors customer satisfaction and communicate customer concerns and issues along with EAM’s expectations to the full account team, sales management, BUs and to others who serve the customer and communicate ANSYS commitment to the customer and manage customer expectations.
• Find and grow new opportunities as well as secure renewal sales.
• Facilitates comprehensive deal contract negotiations to achieve a win for both Ansys and the customer.
• Leads Customer Advisory Board process and executive sponsorship programs including Management Review Board (MRB) process.
• Remains knowledgeable and keeps abreast of ANSYS new and existing products/service pipeline to meet goals.
• Includes administrative work (quotation generation, order processing, delivery, acceptance inspection, NDA and other contract document preparation)
• Serve as a resource to the territory by assisting with the sales process related to new and existing accounts, up to and including opportunity close.