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Associate Account Manager (m/f/d)

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Date: Nov 19, 2021

Location: Darmstadt, DE, D-64295 Weimar, DE, D-99423 Stuttgart, DE, D-70565 Hannover, DE, D-30173 Berlin, DE, D-10963 Otterfing, DE, D-83624 DEU Home City, DE Ismaning, DE, D-85737

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

In general, the Associate Account Manager will increase new and existing business by adapting Ansys engineering simulation products and solutions into customers’ engineering environments and product development processes, ultimately helping customers develop new products and improve existing products and processes. The Associate Account Manager is responsible for all sales activities and is responsible for maximizing sales profitability, growth, and account penetration. A successful Associate Account Manager helps the customer realize the greatest possible ROI from the Ansys portfolio.

In this specific role the Associate Account Manager plays a key role in creating and developing opportunities for new business by generating qualified leads for the Ansys sales team. The candidate is responsible to partner locally with field sales (Enterprise & Strategic Account Managers) to nurture leads with the intent of delivering qualified opportunities to sales based on predetermined criteria. In addition to lead generation and development, the Associate Account Manager is responsible for engaging customers during Ansys event and tradeshows, updating the CRM databases with information gathered with every prospect contact. The successful Associate Account Manager generates Lead development through significant engagement in a business-to-business environment and use of internet/internal database resources to identify and profile new customers. The candidate is an active team player, fostering sales and marketing collaboration and alignment towards joint goals.

 

 

Key Duties and Responsibilities

  • Performs sales activities, establishes, develops and maintains business relationships with current and/or prospective customers to maintain renewal business and generate new business to achieve or exceed revenue objectives​.
  • Uncover customer’s pain points, negative consequences, and desired positive business outcomes to identify the best solution. Clearly present the value of company’s products/services through metrics and proof points while tying to the customer’s needs and differentiating from competition​
  • Remains knowledgeable and keeps abreast of the company's new and existing products/services to facilitate sales efforts​.
  • Research sources for developing prospective customers or expanding to new groups in existing customers and for information to determine their potential​.
  • Coordinates sales effort with marketing, account team, sales management, accounting, legal and technical services groups globally​.
  • Alert client to new or improved products/services and relays client feedback to product development staff​.
  • Accountable to support the lead qualification, routing and administration process (where applicable) at Ansys. ​
  • Generating new business and interest through account-based marketing programs, involving email and calling campaigns.
  • Follow up on prospect inquiries relating to Ansys software products, qualify them by applying sales and technical expertise and pass them to the appropriate opportunity owner and help to schedule meetings, appointments, and demos where needed.​
  • Effectively partner and work across the Marketing, Sales, Channel and Product teams to support achievement of sales target.​
  • Research, identify and create new market opportunities through targeted engagement into prospect accounts.
  • Work closely with key internal teams and engage current accounts to develop account intelligence, relationship maps, and use case opportunities through direct account engagement and insight tools to expand awareness, education, referral networks.​
  • Collaborate with marketing teams on the marketing plans & campaigns (marketing material, seminar, webinar, Ansys events, tradeshows and digitally led customer engagement programs, etc) and ensure traffic at these events​.
  • Ensure the data integrity & consistency in CRM by updating the lead and/or contact info and account/prospect intelligence gathered to provide visibility to market opportunities in assigned territory​.
  • Contribute to efficient and useful reporting of different lead aspects per territory​.
  • Develop and communicate ongoing improvements to the process of prospecting for and qualifying leads​.
  • Work on special territory-specific projects and team-specific responsibilities as directed. 

 

Minimum Education/Certification Requirements and Experience

  • Bachelor’s degree in technical, engineering, business or related field with 1+ years of experience of demonstrated success in technical sales positions or in an inside sales function.
  • Demonstrated understanding of engineering analysis and technology​.
  • Excellent communication and organizational skills and the ability to work independently​.
  • Experience in leveraging social media to identify and engage with key decision makers​.
  • Good telephone etiquette and computer literacy skills.
  • Understanding of sales automation tools and the sales process.​
  • Fluent verbal and written in English and local language​.
  • Travel: up to 50%.

 

 

Preferred Qualifications and Skills

  • Demonstrated leadership skills​.
  • Demonstrated knowledge of company's products/services and pricing practices​.
  • Knowledge of the specific territory, product line, or customer(s).
  • Able to assess business opportunities based on predetermined criteria in order to align opportunities with sales​.
  • Able to understand industry issues and apply software value statements in order to engage with prospective customers in a meaningful and mutually beneficial manner.​
  • Ability to engage with prospective customers based on open probes and creation of value statements​.
  • Prioritizes and plans work activities, uses time efficiently and develops realistic action plans.
  • Understanding of CRM systems, SF, Siebel.

 

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.