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Enterprise Account Manager, Aerospace & Defense - REMOTE

Company: ANSYS
Location: Irvine
Posted on: September 14, 2021

Job Description:

Ansys is the global leader in engineering simulation. We empower the world's most innovative companies to deliver transformational products to their customers. By offering the best and broadest portfolio of engineering simulation software solutions, we help our customers solve the most complex design challenges and engineer products limited only by imagination. Whether you are a software developer, product engineer, sales team member, or part of our corporate team, at Ansys we know that by embracing what makes us each unique, we become collectively better.

SUMMARY

The Enterprise Account Manager ("EAM") is primarily responsible for meeting sales company growth targets and developing and executing upon a multi-year vision for executive level partnership engagement that generates substantial revenue growth potential. 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 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.

This position has the ability to sit remotely from anywhere in the US.

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-based proposals aligned to initiatives and generating business outcomes for customer.
  • Orchestrate seminars and training with presale engineers to strengthen our presence.
  • Develops approach and business case (including required investments) to deliver sustainable growth.
  • 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 multiyear 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)


MINIMUM QUALIFICATIONS
  • Education & Years of Experience: Bachelor's degree in technical, engineering, business or related field with 4+ years of successful technical sales experience with a proven track record of success OR 8+ years of successful technical sales experience
  • 2+ 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.
  • Exceptional knowledge of competitors
  • Fluent in English
  • Travel: up to 50%


PREFERRED QUALIFICATIONS
  • Demonstrated knowledge of company's products/services and pricing practices
  • Experience with Federal, Aerospace and Defenseaccounts


ALIGNING YOUR VALUES TO OUR SOLUTIONS
At Ansys, our diverse, collaborative teams give us the strength and insight to solve the world's most challenging engineering problems. Our ONE Ansys culture has at its core:
  • Customer Focus
  • Results and Accountability
  • Innovation
  • Transparency and Integrity
  • Mastery
  • Inclusiveness
  • Sense of Urgency
  • Collaboration and Teamwork


ENGINEERING YOUR CAREER AT ANSYS
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 servicing 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. 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.

At Ansys, you will find yourself among those eager to drive the world towards the next best thing with hands planted firmly on the wheel. 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 lower cost. As a measure of our success in attaining these goals, Ansys has been recognized as one of the world's most innovative companies by prestigious publications such as Bloomberg Businessweek and FORTUNE magazines.

Ansys is an S&P 500 company and a member of the NASDAQ-100. We are proud to have been recognized for the following awards: Bay Area Best Places to Work, a Pillar World Awards Gold Winner, Fast Company Best Places to Work for Innovators, a Gold Stevie Award for Great Employers, the FORTUNE Future 50, a DCA Silver Winner, an R&D100 Finalist, a 20% by 2020 Women on Boards winner, a 2020 Pittsburgh Tech 50 - finalist, and America's Most Responsible Companies.

For more information, please visit us at www.ansys.com

We are committed to creating a culture of inclusion and belonging where everyone thrives as ONE Ansys team.

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.

#LI-REMOTE

Nearest Major Market: Irvine California
Nearest Secondary Market: Los Angeles

Keywords: ANSYS, Irvine , Enterprise Account Manager, Aerospace & Defense - REMOTE, Other , Irvine, California

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