Strategic Account Manager - Automotive (m/f/d) - REMOTE

at  Ansys

MINIMUM EDUCATION/CERTIFICATION REQUIREMENTS AND EXPERIENCE

• Education & Years of Experience: Bachelor’s degree in technical, engineer, business or related field and 2+ years of experience or 4+ years of experience
• Demonstrated success in technical sales positions
• Fluent in English and in German
• Travel: up to 50%

PREFERRED QUALIFICATIONS AND SKILLS

• Basic knowledge of company’s products/services and pricing practices.
• Basic understanding of engineering analysis and technology.
• Knowledge of the specific territory, product line, or customer(s) a plus
• General understanding of sales fundamentals and 8 pillars
• Ability to manage multiple opportunities and priorities while tracking progress.
• 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.
• Networking skills, ability to drive new contacts and maintain good business relationships
• Leadership and team-building skills

SUMMARY / ROLE PURPOSE

The Strategic Account Manager (m/f/d) is responsible for assisting with building long-term, strategic relationships between key stakeholders in assigned strategic accounts and Ansys in order to drive new business and maintain renewal business. Strategic Accounts are key global customers and/or strategically important partners as designated by leadership. The Strategic Account Manager may act in the capacity of lead account manager for primary assigned accounts or as secondary support for large or global accounts. They are responsible for achieving sales quota, identifying new opportunities for growth and establishing strong partnerships through ongoing connection and collaboration on all primary assigned accounts. When assigned as secondary support, Strategic Account Managers are responsible for developing and managing client relationships, preparing sales presentations and proposals, coordinating account support and developing knowledge of the customer needs and Ansys solutions.The successful Strategic Account Manager represents the full portfolio of Ansys products and services to assigned customers, while supporting the customer account planning cycle and ensuring assigned customers’ needs and expectations are met by the company. They can identify the customer’s business priorities and usage metrics and the value-added benefit that Ansys is providing.

KEY DUTIES AND RESPONSIBILITIES

• Performs sales activities, establishes, develops and maintains business relationships with key customer stakeholders to maintain renewal business and generate new business to meet annual sales quota for primary accounts.
• Identify and define solutions where ANSYS offerings can be applied and develop compelling customer presentations in coordination with technical team to enhance new business opportunities.
• Coordinates with account teams, product specialists, ACE, remote (direct/indirect) sites, business partners and other functions within ANSYS to provide full wrap around support for assigned accounts.
• Supports facilitation of regular touchpoint activities such as management review meetings (MRMs), trainings, seminars, and info days to strengthen relationships with key account stakeholders.
• Document customer’s before and after required capabilities along with metrics that define success to demonstrate Ansys’ ROI and enhance sale profitability.
• Supports sales and technical partnerships to uncover, understand and document key technical challenges / pain points.
• Discovers customer’s internal relationships, including the biases and concerns of individual decision makers and key influencers.
• Research, gather, analyze, maintain, and disseminate information about the accounts; develop exceptional knowledge of the customer and competitors and be well Ansys, Inc. is an Equal Opportunity Employer. versed in the customer’s problems, KBIs, goals, needs, and issues. Understand and document the organizational chart and sales process.
• Support multiyear deal contract negotiations and create ROI-based proposals as needed 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 document preparation.
• Remain knowledgeable and keep abreast of the company’s new and existing products/services to facilitate sales efforts.