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Enterprise Global Account Manager

at ANSYS

Posted: 9/8/2019
Job Reference #: 8322
Keywords:

Job Description

Posting Location(s):
United States-AL-Huntsville, United States-CA-Los Angeles, United States-CO-Denver, United States-DC-Washington, United States-OH-Cincinnati

Company Order Number:
8322

# of openings:
1

SUMMARY
The Enterprise Account Manager-Federal (“EAM”) is primarily responsible for meeting sales and above average company growth targets and developing and executing upon a multi-year vision for executive level partnership engagement that generates a 2-4X revenue growth potential within the federal and A & D space.  The Enterprise Accounts are typically the largest global accounts at ANSYS with high expectations of customer engagement, collaboration, executive sponsorship and growth.  The successful EAM must understand customer environment, the customer’s customer/eco-system, customer’s business priorities, customer’s business challenges to align an ANSYS based solution that generates a measurable and impactful business 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.
 
RESPONSIBILITIES
Establishes a long-term global account plan, with buy-in from senior levels of ANSYS organization
   Knows the customer and its ecosystem
   Understands customer’s internal relationships, including the biases and concerns of individual decision makers and key influencers
   Develops exceptional knowledge of competitors
   Identifies 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
   Defines full potential of the account and ties this information into revenue expectations and resource planning
Creates roadmap to drive significant penetration across all applicable ANSYS product lines
Monitors customer satisfaction and communicate customer concerns to account team, sales management, BUs and to others who serve the customer; communicate ANSYS commitment to the customer and manage customer expectations
Establishes relationships with 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
Facilitates contract negotiations to achieve a win for both sides
Leads executive sponsorship programs including Management Review Board (MRB) process
Leads Customer Advisory Board process
Remains knowledgeable and keeps abreast of ANSYS new and existing products/services
 
MINIMUM QUALIFICATIONS
Minimum bachelor’s degree in an engineering discipline or bachelor’s degree with technical sales experience 
Minimum 5 years’ sales experience, at least 2 years as a senior/key/named account manager, with a proven track record of success
Demonstrated basic understanding of PLM or engineering simulation space
Excellent communication (including at executive level), organizational skills and the ability to work collaboratively
Ability to work collaboratively across a globally diverse account
Minimum travel of 50%
Demonstrated basic understanding of PLM or engineering simulation space
 
PREFERRED QUALIFICATIONS
Proficient in the following competencies: Building Trusting Relationships, Business and Financial Acumen, High Impact Communication, Marshalling Resources, Expanding and Advancing Opportunities, Devising Sales Approaches and Solutions, Initiating Action, Active Learning, Adaptability, Sustaining Customer Satisfaction, Sales Opportunity Analysis
10 years’ field sales experience is preferable
Demonstrated knowledge of ANSYS products/services, and pricing practices a plus
Military experience preferred
Track record of closing significant and innovative business at major Aerospace and Defense Agencies or primes such as U.S. ARMY, NAVY, AIRFORCE, NASA, Lockheed, Boeing, Raytheon, Northrop and others
Track record of working within the DoD ecosystem including DARPA, IRAPA, OSD, DMEA, DLA, and the DOD R&D Labs to win critical programs
Demonstrated knowledge of the various US Government contracting vehicles requirements including BOA’s, IDIQ’s, and OT’s
Demonstrated knowledge and understanding of US Government procurement regulations including FARs, DFARs, and DEARs
 
CULTURE AND VALUES
Culture and values are incredibly important to ANSYS. They inform us of who we are, of how we act. Values aren't posters hanging on a wall or about trite or glib slogans. They aren't about rules and regulations. They can't just be handed down the organization. They are shared beliefs – guideposts that we all follow when we're facing a challenge or a decision. Our values tell us how we live our lives; how we approach our jobs. Our values are crucial for fostering a culture of winning for our company:
Customer focus
Results and Accountability
Innovation
Transparency and Integrity
Mastery
Inclusiveness
Sense of urgency
Collaboration and Teamwork
 
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.
 
ANSYS does not accept unsolicited referrals for vacancies, and any unsolicited referral will become the property of ANSYS. Upon hire, no fee will be owed to the agency, person, or entity.

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