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Director Channel Development and Programs

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Date: Sep 24, 2021

Location: Bengaluru, KA, IN, 560103 Chengdu, CN, 610016 Xinyi Dist., Taipei City, TW, 11071 Tokyo, JP, 160-0023 Pune, MH, IN, 411057 Seoul, KR, 06632 Beijing, CN, 100190 Chengdu, CN, 610042 Shanghai, CN, 200072 Shanghai, CN, 201203 Hyderabad, TG, IN, 500032 Seoul, KR, 06164 Noida, UP, IN, 201304 Shanghai, CN, 200003

Company: Ansys

Ansys is the global leader in engineering simulation, helping the world's most innovative companies deliver radically better products to their customers. By offering the best and broadest portfolio of engineering simulation software, Ansys helps companies solve the most complex design challenges and engineer products limited only by imagination.

 

Summary / Role Purpose

The primary function of this role is to drive channel programs and help with channel enablement / development in Asia to deliver double digit sustained growth in channel sales, and increase Ansys market share. Working collaboratively with channel management and channel sales functions, this role will identify and assess market opportunity, expand existing partners, and help recruit, onboard and develop new partners.   This position will also help coach and support channel development managers to deliver annual sales growth objectives and longer-term channel goals in Asia.


Key Duties and Responsibilities

  • Responsible for executing and improving channel programs in Asia to support ANSYS’ short term as well as long term sales growth and customer success goals for channel / Momentum segment
  • Ensure channel programs -  deal registration, marketing campaigns, win-back sales campaigns, certification, etc -   are properly executed resulting into 3X pipeline and on plan sales performance
  • Working collaboratively with channel management and channel ops function, analyze uncovered market opportunity in channel / Momentum space, identify prospective partners, and help recruit, negotiate distribution agreements, and onboard and ramp-up partners
  • Actively participate in the development of channel strategy and related programs and processes, ensuring alignment with the global channel strategy
  • Cultivate relationships with key channel partner principals and ensure commitment for investments in capacity, capabilities, sales growth, and customer success
  • Represent Asia channel partners’ intertest within ANSYS to elevate partner relationships.  Build maximum awareness and strong relationships within ANSYS, ensuring that critical internal organizational resources are marshalled strategically and effectively to support partners in Asia
  • Own Asia channel partners sales goal setting process, adjust sales plans as needed to reflect market conditions and competitive pressures, and mitigate risk to ensure sales targets are met
  • Enable and/or support the development of new channel initiatives - in cooperation with Marketing, Sales, Product Management, and other internal teams - to drive new customer acquisition and channel readiness for new product introductions
  • Be a channel champion within ANSYS, Inc.
  • And other job related duties may be assigned by management from time to time

 

Minimum Education/Certification Requirements and Experience

  • Bachelor’s degree in technical or business discipline required
  • A minimum of 10 years of experience in sales or channel management / business development  leadership positions in B2B software industry, including at least 3 years at a manager / director level, and minimum of 5 years managing channel partners and distributors
  • Experience in identifying capable partners, negotiating distribution agreements
  • Understanding of PLM / simulation software space, and manufacturing and process industries 
  • Demonstrated success operating in roles that rely as much on influence as on direct authority to fulfill responsibilities in areas that cross organizational / departmental boundaries
  • Strong analytical, planning, communication, problem solving, diplomacy and influencing skills
  • Travel 30%+ required

 

Preferred Qualifications and Skills

  • Strong business and financial acumen
  • MBA preferred

 

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

 
WORKING AT ANSYS
At Ansys, you will find yourself among the sharpest minds and most visionary of leaders, collectively aiming to change the world with innovative technology and remarkable solutions.  With the 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.  Because 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”.  It’s about the melding of disciplined intellect with strategic direction and results that have, can and will impact real people in real ways, 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 so our customers can 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 component of the NASDAQ-100.
 
For more information, please visit us at www.ansys.com
 
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.