Enterprise Account Executive - FA&D
 ANSYS | |
 United States, Maryland, Beltsville | |
| 9000 Virginia Manor Road (Show on map) | |
 Nov 13, 2024 | |
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Requisition #:15425 Our Mission: Powering Innovation That Drives Human Advancement When visionary companies need to know how their world-changing ideas will perform, they close the gap between design and reality with Ansys simulation. For more than 50 years, Ansys software has enabled innovators across industries to push boundaries by using the predictive power of simulation. From sustainable transportation to advanced semiconductors, from satellite systems to life-saving medical devices, the next great leaps in human advancement will be powered by Ansys. Innovate With Ansys, Power Your Career. Summary / Role Purpose The Enterprise Account Executive "EAE" 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 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. * Understand how business is different in various countries and cultures. Prepare messaging and communication to align with cultural awareness. * 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. Minimum Education/Certification Requirements and Experience * Education & Years of 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 * 4+ years' experience as a key account manager or supporting an enterprise account with a proven track record of success * Cultural awareness and knowledge of how business is different in different cultures * 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 coordinate internal and external ecosystems. * Ability to navigate complex sales and customer issues with little guidance * Strong leadership and collaboration skills * Experience negotiating multi-year contracts * Strong long- termstrategic planning skills * 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. * Excellent problem solving * Excellent communication and organizational skills * Excellent executive presentation and persuasion 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:
Our Values:
Our Actions:
INCLUSION IS AT OUR CORE
At Ansys, you will find yourself among the sharpest minds and most visionary leaders across the globe. Collectively we strive to change the world with innovative technology and transformational solutions. With a prestigious reputation in working with well-known, world-class companies, standards at Ansys are high - met by those willing to rise to the occasion and meet those challenges head on. Our team is passionate about pushing the limits of world-class simulation technology, empowering our customers to turn their design concepts into successful, innovative products faster and at a lower cost. At Ansys, it's about the learning, the discovery, and the collaboration. It's about the "what's next" as much as the "mission accomplished." And it's about the melding of disciplined intellect with strategic direction and results that have, can, and do impact real people in real ways. All this is forged within a working environment built on respect, autonomy, and ethics. CREATING A PLACE WE'RE PROUD TO BE
Ansys is an Equal Opportunity Employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, veteran status, and other protected characteristics. #CM-1 #LI-Remote | |