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Enterprise Account Manager

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Date: May 1, 2022

Location: Tokyo, JP, 160-0023

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 Enterprise Account Manager (“EAM”) is primarily responsible for meeting sales company growth targets and developing and executing upon a multi-year vision for executive level partnership engagement that generates substantial revenue growth potential. The Enterprise Accounts are the largest accounts at ANSYS with high expectations of sustainable customer engagement, collaboration, executive sponsorship, and growth. The successful EAM must understand customer environment, the customer’s customer/eco-system, customer’s business priorities, customer’s business challenges to align an ANSYS based solution that generates a measurable and impactful business outcome for the customer. The EAM must gain executive level sponsorship (with customer and inside of ANSYS), purchase commitment and manage the ongoing business relationship with the customer.


Key Duties and Responsibilities
• Establishes a long-term global account plan, with buy-in from senior levels of ANSYS organization. Define the long-term full potential of the account and ties this information into revenue expectations and resource planning.
• Knows the customer and its ecosystem. Develop in-depth knowledge of the customer and their industry.
• Understands customer’s internal relationships, including the biases and concerns of individual decision makers and key influencers.
• Establishes relationships with customer executives who can serve as business champions for ANSYS.
• Collaborates globally with account teams, product specialists, ACE, remote (direct/indirect) sites, business partners and other functions within ANSYS to ensure a synergistic, companywide approach to the account.
• Identifies customer’s problems, key business initiatives and creates ROI-based proposals aligned to initiatives and generating business outcomes for customer.
• Orchestrate seminars and training with presale engineers to strengthen our presence.
• Develops approach and business case (including required investments) to deliver sustainable growth.
• Creates roadmap to drive significant penetration across all applicable product lines.
• Monitors customer satisfaction and communicate customer concerns and issues along with EAM's expectations to the full account team, sales management, BUs and to others who serve the customer and communicate ANSYS commitment to the customer and manage customer expectations.
• Find and grow new opportunities as well as secure renewal sales.
• Facilitates comprehensive multiyear deal contract negotiations to achieve a win for both Ansys and the customer.
• Leads Customer Advisory Board process and executive sponsorship programs including Management Review Board (MRB) process.
• Remains knowledgeable and keeps abreast of ANSYS new and existing products/service pipeline to meet goals.
• Includes sales operations work such as quotation, order processing, delivery, acceptance inspection, NDA, etc. with back-office operations
• Identify and collaborate with Ansys channel partners to maximize the business in the assigned accounts.

 

Minimum Education/Certification Requirements and Experience
• Education & Years of Experience: Bachelor’s degree in technical, engineering, business or related field with 4+ years of successful technology-oriented sales experience with a proven track record of success OR 8+ years of successful technology-oriented sales experience
• 2+ years’ experience as a senior/key/named account manager
• Demonstrated understanding of product development processes in the manufacturing sectors, CAD/CAM/CAE/PLM or another engineering simulation areas
• Ability to create business plan including developing account plan s
• Excellent communication (including at executive level), organizational skills and the ability to work collaboratively.
• Demonstrated leadership and team-building skills required.
• Exceptional knowledge of competitors
• English proficiency is a must (both written and verbal)
• Travel: up to 50%


Preferred Qualifications and Skills
• Demonstrated knowledge of company's products/services and pricing practices

• Knowledge of the specific automotive industries and/or OEM/Suppliers

 

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