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Strategic Account Manager (m/f/d)

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Date: Jan 6, 2022

Location: Otterfing, DE, D-83624 Vienna, AT, 1100 Ismaning, DE, D-85737 Darmstadt, DE, D-64295 Berlin, DE, D-10963 Stuttgart, DE, D-70565 AUT Home City, AT DEU Home City, DE Hannover, DE, D-30173 Weimar, DE, D-99423

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 Strategic Account Manager (m/f/d) builds long-term strategic relationships with strategically important global customers and partners. The Strategic Account Manager can be assigned up to 3 Strategic Accounts, and is responsible for achieving sales quota and assigned account objectives. The successful Strategic Account Manager represents the full portfolio of Ansys products and services to assigned customers, while leading the customer account planning cycle and ensuring assigned customers’ needs and expectations are met by the company.

 

 

Key Duties and Responsibilities

  • Meet new business, run rate and services quota goals for the assigned accounts
  • Develop, maintain, and implement account plans that contain strategies and action plans for maximizing account revenues
  • Collaborate with account team, product specialists, other functions within ANSYS, remote (direct/indirect) sites, and business partners to ensure a synergistic, companywide approach to the account
  • Research, gather, analyze, maintain and disseminate information about the accounts; develop exceptional knowledge of the customer and competitors and be well versed in the customer’s problems, KBIs, goals, needs, and issues – including the biases and concerns of individual decision makers and key influencers
  • Systematically build relationships with members of the customer’s power base in an effort to achieve strategic ally status, and within ANSYS (BUs, Marketing, Support, Finance and Legal) to garner support; be the customer advocate inside ANSYS and ensure that the customer receives the appropriate amount of management attention and added value whenever possible
  • Oversee solution development and deliver (with help from account team and support function) compelling customer presentations; help create proposals/offers that represent maximum value to the customer and fair price for ANSYS; ensure that proposals address customer’s key issues, needs, and requirements, and align well their KBIs, Critical Success Factors, and KPIs
  • Facilitate contract negotiations and achieve a win for both sides
  • Provide accurate forecasts for new, renewal business, and services. Maintains healthy pipeline to meet goals
  • Facilitate future business with the customer and seek out and help customer define new opportunities and applications where ANSYS offerings can be applied; be a facilitator and ensure that the right people in both organizations get together for activities such as management review board (MRB); schedule training, seminars, info days to enhance new business opportunities
  • Remain knowledgeable and keep abreast of ANSYS new and existing products/services to facilitate sales efforts; alert customer to new or improved products/services

 

 

Minimum Education/Certification Requirements and Experience

  • Minimum bachelor’s degree in an engineering discipline or bachelor’s degree with technical sales experience
  • Minimum 6 years sales experience, at least 2 year as a senior/key/named account manager, with a proven track record of success or equivalent experience
  • Extensive Solution Selling experience
  • Demonstrated basic understanding of PLM or engineering simulation space
  • Excellent communication (including at executive level), organizational skills and the ability to work collaboratively      
  • Minimum travel of 50%

 

Preferred Qualifications and Skills

  • Proficient in the following competencies: Building Trusting Relationships, Business and Financial Acumen, High Impact Communication, Marshaling Resources, Expanding and Advancing Opportunities, Devising Sales Approaches and Solutions, Initiating Action, Active Learning, Adaptability, Sustaining Customer Satisfaction, Sales Opportunity Analysis
  • Knowledge of the specific accounts, industry a plus
  • Professional appearance and presentation
  • Control of German language is mandatory
  • Sales experience with industrial customers
  • Experience with Model-Based-Systems Engineering

 

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.