Channel Account Manager - REMOTE - F/M

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Date: Apr 20, 2024

Location: Milan, IT, 20124

Company: Ansys

Requisition #: 13658

When visionary companies need to know how their world-changing ideas will perform, they close the gap between design and reality with Ansys simulation. For more than 50 years, Ansys software has enabled innovators across industries to push boundaries by using the predictive power of simulation. From sustainable transportation to advanced semiconductors, from satellite systems to life-saving medical devices, the next great leaps in human advancement will be powered by Ansys.

Take a leap of certainty … with Ansys.

Summary / Role Purpose The Channel Account Manager is responsible to achieve sales plan for a specified region and help grow ANSYS business in a sustainable way. The successful Channel Account Manager will implement the ANSYS Partner Program and work closely with channel partners, ensuring they have the focus and commitment necessary to succeed. This role is also responsible for informing ANSYS management of region-specific requirements, competition activities, issues or obstacles that may affect short- and long-term performance. Key Duties and Responsibilities Responsible for selling ANSYS solutions in a specified region through channel partners while exhibiting ANSYS Channel principles. Will own the sales plan for specified region. Provide hands-on leadership for sales opportunities in territories, key accounts, top tier universities and research labs, and for other significant regional opportunities. Gain access and manage relationships with senior level customer executives. Make joint customer visits, coach channel partner reps and sales managers, and ensure sales, technical and principal trainings and certifications are performed in a timely manner. Provide accurate and timely forecast, including forecast dashboard. Review forecast and pipeline with channel partners on a regular basis. Ensure successful implementation of ANSYS Partner Program, including marketing programs, to achieve success and effectively manage and develop the region for future growth. Review channel partner scorecard every quarter highlight achievements and improvement areas. Work collaboratively with channel partner principals plan to execute corrective actions. Mediate channel partner requests and/or issues: customer pricing, discounting, special offerings, customer concerns such as software performance issues, and assist in development of tactical solution strategies. Interface directly with customers to ensure satisfaction with ANSYS solutions. Assist ANSYS regional sales leader in analyzing regional business trends, industries, competitors, and market data to set market coverage strategy. If needed, also aid with Go-To-Market model definition, channel recruitment, onboarding and development. Develop relationships with new and existing ANSYS Business. Develop positive ANSYS image at all levels and serve as the ANSYS face to all parties, including industry media. Act as a liaison between channel partners and ANSYS Business Units, Marketing, Legal, Finance, and Business Operations to ensure efficient workflows and problem solving. Be channel partners champion within ANSYS, Inc. Minimum Education/Certification Requirements and Experience Education: Bachelor’s degree in technical, engineering or business field Years of Experience: 4+ years successful sales experience in key accounts, and indirect channel account management experience in software industry Sales Skills Proficiency: Proficient Experience in negotiating sales contracts with key accounts. Must be able to quickly identify issues, communicate to management, and recommend solutions. Proven track record in managing indirect sales channels. Strong analytical, planning, coaching and communication skills. Travel: up to 50% Preferred Qualifications and Skills MBA preferred Strong sales and business acumen Demonstrated awareness and understanding of engineering design processes, and of how PLM / simulation tools are deployed in manufacturing and process industries #LI-Remote
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Summary / Role Purpose

The Channel Account Manager is responsible to achieve sales plan for a specified region and help grow ANSYS business in a sustainable way. The successful Channel Account Manager will implement the ANSYS Partner Program and work closely with channel partners, ensuring they have the focus and commitment necessary to succeed. This role is also responsible for informing ANSYS management of region-specific requirements, competition activities, issues or obstacles that may affect short- and long-term performance.

Key Duties and Responsibilities

Responsible for selling ANSYS solutions in a specified region through channel partners while exhibiting ANSYS Channel principles. Will own the sales plan for specified region.
Provide hands-on leadership for sales opportunities in territories, key accounts, top tier universities and research labs, and for other significant regional opportunities. Gain access and manage relationships with senior level customer executives.
Make joint customer visits, coach channel partner reps and sales managers, and ensure sales, technical and principal trainings and certifications are performed in a timely manner.
Provide accurate and timely forecast, including forecast dashboard. Review forecast and pipeline with channel partners on a regular basis.
Ensure successful implementation of ANSYS Partner Program, including marketing programs, to achieve success and effectively manage and develop the region for future growth.
Review channel partner scorecard every quarter highlight achievements and improvement areas. Work collaboratively with channel partner principals plan to execute corrective actions.
Mediate channel partner requests and/or issues: customer pricing, discounting, special offerings, customer concerns such as software performance issues, and assist in development of tactical solution strategies. Interface directly with customers to ensure satisfaction with ANSYS solutions.
Assist ANSYS regional sales leader in analyzing regional business trends, industries, competitors, and market data to set market coverage strategy. If needed, also aid with Go-To-Market model definition, channel recruitment, onboarding and development.
Develop relationships with new and existing ANSYS Business. Develop positive ANSYS image at all levels and serve as the ANSYS face to all parties, including industry media.
Act as a liaison between channel partners and ANSYS Business Units, Marketing, Legal, Finance, and Business Operations to ensure efficient workflows and problem solving.
Be channel partners champion within ANSYS, Inc.

Minimum Education/Certification Requirements and Experience

Education: Bachelor’s degree in technical, engineering or business field
Years of Experience: 4+ years successful sales experience in key accounts, and indirect channel account management experience in software industry
Sales Skills Proficiency: Proficient
Experience in negotiating sales contracts with key accounts.
Must be able to quickly identify issues, communicate to management, and recommend solutions.
Proven track record in managing indirect sales channels.
Strong analytical, planning, coaching and communication skills.
Travel: up to 50%

Preferred Qualifications and Skills

MBA preferred
Strong sales and business acumen
Demonstrated awareness and understanding of engineering design processes, and of how PLM / simulation tools are deployed in manufacturing and process industries

#LI-Remote

At Ansys, we know that changing the world takes vision, skill, and each other. We fuel new ideas, build relationships, and help each other realize our greatest potential in the knowledge that every day is an opportunity to observe, teach, inspire, and be inspired. Together as One Ansys, we are powering innovation that drives human advancement.

Our Commitments:

Amaze with innovative products and solutions
Make our customers incredibly successful
Act with integrity
Ensure employees thrive and shareholders prosper

Our Values:

Adaptability: Be open, welcome what’s next
Courage: Be courageous, move forward passionately
Generosity: Be generous, share, listen, serve
Authenticity: Be you, make us stronger

Our Actions:

We commit to audacious goals
We work seamlessly as a team
We demonstrate mastery
We deliver outstanding results

OUR ONE ANSYS CULTURE HAS INCLUSION AT ITS CORE
We believe diverse thinking leads to better outcomes. We are committed to creating and nurturing a workplace that fuels this by welcoming people, no matter their background, identity, or experience, to a workplace where they are valued and where diversity, inclusion, equity, and belonging thrive.

TAKE A LEAP OF CERTAINTY IN 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 working with 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. 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 a lower cost.

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.

CREATING A PLACE WE’RE PROUD TO BE
Ansys is an S&P 500 company and a member of the NASDAQ-100. We are proud to have been recognized for the following more recent awards, although our list goes on: America’s Most Loved Workplaces, Gold Stevie Award Winner, America’s Most Responsible Companies, Fast Company World Changing Ideas, Great Place to Work Certified (China, Greece, France, India, Japan, Korea, Spain, Sweden, Taiwan, U.K.).

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.

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