Enterprise Account Manager, Aerospace & Defense - REMOTE
Posted on: September 14, 2021
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.
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
- 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
- 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
- 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
- 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
- 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%
- Demonstrated knowledge of company's products/services and
- 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
- Transparency and Integrity
- 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
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
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.
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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