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Partner Sales Manager - Remote

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Date: Nov 18, 2022

Location: Gothenburg, SE, 416 64 Kista, SE, 164 40

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 Partner Sales Executive is responsible for maximizing the company sales from Indirect accounts through effective territory planning, key customer / market opportunity development, and direct and indirect selling activities.  The successful Partner Sales Executive indirectly leads channel partner reps with a “sell-with” sales approach and will leverage technical sales support and marketing to meet assigned territory’s sales goals. The Partner Sales Executive maintains effective communications with functional managers across the company to ensure proper sensitivity to the needs of the sales team and marshal required resources to deliver sales goals.

 

Key Duties and Responsibilities

  • Establish productive relationships with key partner personnel and ensure ANSYS and Channel Partner priorities are aligned​.
  • Assist / support partners with pipeline development effort essential to driving sustainable and profitable growth​.
  • Provide hands-on leadership and support for larger opportunities, and for other significant regional opportunities. Gain access and manage relationships with senior level customer executives​.
  • Provide accurate and timely forecast, including forward 3 quarter pipelines. Review forecast and pipeline with channel partners on a regular basis​.
  • Maintains “dotted line” responsibility over assigned inside sales reps and Channel Partner reps within the territory, and full responsibility over sales targets, sales attainment and forecast for the territory.
  • Develop sales and technical partnerships to uncover, understand and document key technical challenges / pain points. 
  • Document customer’s before and after required capabilities along with metrics that define success to facilitate the required tool evaluations​.
  • Oversee solution development and deliver (with help from account team and support function) compelling customer presentations in coordination with technical team​.
  • Assist channel partners reps in closing larger or more complex deals (over €100K), including on-site engagement.
  • Provides assessments of channel sales reps, and sales support staff’s productivity and provides suggestions for improvement.
  • Assists with recruitment of channel partner reps.
  • Coaches and motivates channel partner reps.
  • Assist ANSYS management in analyzing regional business trends, industries, competitors and market data to set market coverage strategy. If needed, also provide assistance with Go-To-Market model definition, number and types of partnered needed to cover the market, channel recruitment, onboarding and development​.
  • Maintains effective communications with functional managers, including channel development managers, across the company to ensure proper sensitivity to the needs of the sales team and marshals required resources to deliver sales goals and build capabilities.

 

 

 

Minimum Education/Certification Requirements and Experience

  • Education & Years of Experience: Bachelor’s degree in technical, engineering, business or related field with 4+ years successful sales experience in key accounts, and indirect channel account management experience in software industry​ OR 8+ years of successful sales experience in key accounts, and indirect channel account management experience in software industry.
  • 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​.
  • Fluent in English and in the local language of the territory
  • 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.

 

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.