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Strategic Account Manager (m/f/d)

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Date: Feb 9, 2021

Location: Stuttgart, DE, D-70565 Darmstadt, DE, D-64295 Ismaning, DE, D-85737 DEU Home City, DE Otterfing, DE, D-83624

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 (SAM) is primarily responsible for meeting sales - new business as well as runrate - and growth targets set for the assigned accounts by developing and implementing specific plans to fulfill ANSYS’ visions for the customers, and enabling success for them - productivity, innovation, top and bottom line growth. SAM has two key roles – to act as a consultant to the customers and a strategist within ANSYS. SAM must understand customer environment, their business priorities, their business and technical needs, build and present a solution vision and gain executive level sponsorship, develop and propose appropriate solutions, gain the purchasing commitment and manage the ongoing business relationship with the customers. Some of these steps will be performed by leveraging the account team and collaborating with direct / indirect remote sites.

 

Key Duties and Responsibilities

  • Meet new business, run rate and services quota goals for the assigned accounts
  • Formulate strategies for building and growing the accounts and maximize their potential value to ANSYS
  • 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
  • Position ANSYS for prime opportunities by preselling its capabilities and solutions (solution vision) and gathering information that will help make ANSYS’ approach better (and distinctive) than those from competitors
  • 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;. maintain healthy pipeline to meet goals
  • Monitor customer satisfaction and communicate customer concerns to account team, sales management, BUs and to others who serve the customer; communicate ANSYS commitment to the customer and manage customer expectations
  • 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 5 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 within the Automotive market
  • 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

  • Excellent communication (including at executive level), organizational skills and the ability to work collaboratively across a globally diverse account
  • Travel up to 50%
  • 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
  • 5 years’ field sales experience is preferable
  • Knowledge of the specific accounts, industry a plus
  • Professional appearance and presentation
  • 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
  • Control of German language is mandatory
  • Sales experience with OEM’s, preferred with Daimler AG
  • Knowledge in the field of Embedded Software and Functional Safety (SOTIF)
  • Experience with Model-Based-Systems Engineering
  • 10 years field sales experience is preferable
  • Professional appearance and presentation

 

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.