Enterprise Account Manager : Heavy&Machinery

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Date: Apr 12, 2024

Location: Tokyo, JP, 160-0023

Company: Ansys

Requisition #: 13810 

 

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 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 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 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 administrative work (quotation generation, order processing, delivery, acceptance inspection, NDA and other contract document preparation)

• Serve as a resource to Ansys channel partners within a designated territory by assisting with the sales process related to new and existing accounts, up to and including opportunity close.

 

 

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 technical sales experience with a proven track record of success OR 8+ years of successful technical sales experience

• 2+ years’ experience as a senior/key/named account manager

• Demonstrated understanding of engineering analysis and technology.

• 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

• Fluent in English and in the local language of the territory

• Travel: up to 50%

 

Preferred Qualifications and Skills

· Demonstrated knowledge of company's products/services and pricing practices

· Knowledge of the specific accounts

 

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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