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Strategic Account Manager (Aerospace & Defence)

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Date: Nov 15, 2021

Location: UK Home City, GB

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 (Aerospace & Defence) builds long-term strategic relationships with strategically important global customers and partners.  The Strategic Account Manager can be assigned to up to 3 Strategic Accounts, and 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

  • Facilitate future business with customer and identify and define solutions where ANSYS offerings can be applied by enabling that the right people in both organizations get together for activities such as management review meetings (MRMs), trainings, seminars, and info days to enhance new business opportunities​.
  • Meet or exceed new business sales plan across all BUs and the assigned accounts​.
  • Develop sales and technical partnerships to uncover, understand and document key technical challenges / pain points. ​
  • Facilitate tool evaluations by identifying the appropriate Ansys Application Engineers, Product Specialists and, when required, R&D resources. ​
  • 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​. Understand and document the organizational chart and sales process.​
  • Document customer’s before and after required capabilities along with metrics that define success to facilitate the required tool evaluations​.
  • Coordinate with Ansys and Customer legal (as required) to facilitate required NDAs​.
  • Oversee solution development and deliver (with help from account team and support function) compelling customer presentations in coordination with technical team​.
  • Define and 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 the customer and Ansys.
  • Provide accurate forecasts for new, renewal business, and services; maintain healthy pipeline to meet goals​.

 

 

Minimum Education/Certification Requirements and Experience

  • Education & Years of Experience: Bachelor’s degree in technical, engineer, business or related field and 4+ years of experience and demonstrated success in technical sales positions OR 8+ years of experience and demonstrated success in technical sales positions
  • 2+ years experience as a senior/key/named account manager
  • Extensive experience of selling to Aerospace & Defence customers; awareness of industry issues, buying cycles, competitive landscape and typical customer organisational and decision making setups
  • Ability to manage and delegate multiple opportunities and priorities while tracking progress​.
  • Excellent communication (including at executive level), organizational skills and the ability to work collaboratively​.
  • Demonstrated leadership and team-building skills required. 
  • Fluent in English and in the local language of the territory
  • Professional appearance and presentation​
  • Travel: up to 50%

 

Preferred Qualifications and Skills

  • Demonstrated understanding of engineering analysis / technology​.
  • Knowledge of and experience working with specific customers that may be relevant

 

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.