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Lead Analyst, Global Market Growth Opportunity Assessment

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Date: Oct 11, 2021

Location: Canonsburg, PA, US, 15317 Ann Arbor, MI, US, 48108 Troy, MI, US, 48084 Evanston, IL, US, 60201 Concord, MA, US, 01742

Company: Ansys

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 primary function of this role is to identify attractive market opportunities within global channel space  for cross-sell / up-sell and for acquiring new customers to drive sustained double digit sales growth and increase market share. Role will analyze existing customer sales data and categorize them by account annual revenue, industry, product line, annual license spend level, and buying frequency to get better understanding of whitespace opportunities and their sizes within customer base and prospective customers. Position will also categorize opportunities based on attractiveness in the context of market / customer readiness, advantage relative to competition, customer propensity to buy and sales complexity. This analysis will be used to drive and prioritize marketing and sales campaigns to build pipeline and drive sales growth, and to help partners with investment business case for capacity and capabilities expansion, and to recruit new partners.

 

RESPONSIBILITIES 

  • Identify and assess attractive market opportunities within global channel base for cross-sell and up-sell and for acquiring new customers to drive sustained double digit channel sales growth and to increase market share
  • Analyze existing sales data and customer investments, and categorize them by account annual revenue size, industry, new vs renewal, existing customer vs new logo, direct vs indirect channel, product line, average license spend level, and buying frequency to get better understanding of whitespace opportunities and their sizes within customers base and prospective customers
  • Categorize opportunities based on attractiveness in the context of their overall  size, geographical appeal, advantage relative to competition, market / industry  readiness, customer propensity to buy, and sales complexity
  • Enrich target customer and prospect data with firmographic information utilizing Cloud and SaaS based tools (D&B, Lattice, ZoomInfo, LinkedIn, etc) for useful categorization needed for effective sales and marketing campaigns
  • Provide actionable insights and recommendations to channel management, channel marketing and channel partners to develop / run effective campaigns  and track outcome metrics
  • Package and provide product / solution related whitespace opportunity maps to channel development and channel recruitment teams to persuade partners to invest in expansion and to recruit new partners
  • Educate channel organizations (development, marketing, channel sales, and channel ops) and channel partners on sales analytics, and white space analysis and its value in driving sales growth and customer success
  • Leveraging data analytics, identify product / solution areas where Ansys might be losing ground to competitors in channel space. Provide recommendations to channel organization and partners to mitigate / reverse trend
  • Be a channel champion within ANSYS, Inc.
  • And other job related duties may be assigned by management from time to time

 

MINIMUM QUALIFICATIONS

 

  • Bachelor’s degree in technical or business discipline required
  • A minimum of 7 years of experience in sales ops, sales, pre/post sale technical, marketing and/or FP&A
  • A minimum of 3 years experience in whitespace analysis or sales / data analytics
  • Understanding of PLM / simulation software space, and manufacturing and process industries 
  • Familiarity with Tableau or other Business Intelligence software and with CRM tools
  • Strong oral and written communication skills
  • Travel 15%+ required

 

PREFERRED QUALIFICATIONS

  • Ability to document, plan, market, and execute programs. Established project management skills
  • Demonstrated ability to analyze and resolve problems
  • MBA preferred

 

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.

 


Nearest Major Market: Pittsburgh