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Channel Recruitment and Integration Director- REMOTE

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Date: Jul 30, 2022

Location: Waltham, MA, US, 02451 MA Home City, MA, US, 02108

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

The primary function of this role is to own the recruitment, onboarding, and ramp-up process for new channel partners to help deliver sustained double-digit growth in channel sales, and increase market share in the channel space globally. Working collaboratively with various partner channel functions, this role will assess market opportunities with coverage gap, and will solicit, screen, recruit, onboard and ramp-up new channel partners and value-added distributors.  Furthermore, this position will assume the leading role in integrating partners that join the Ansys channel program through acquisitions. This role will also have responsibility for rolling out newly acquired products into the existing Ansys partner ecosystem.   

 

 

RESPONSIBILITIES

  • Responsible for developing ideal channel partner profile and comprehensive recruiting program guide, including Ansys value proposition to partners
  • Working collaboratively with channel development team and channel sales managers, identify target market opportunity, and solicit and screen prospective partners to provide effective coverage and reach
  • Lead executive workshops with select prospective partners for vision and value alignment, pitch Ansys value proposition and drive recruitment process
  • Build financial models to support investment business case for prospective partners
  • Drive contracting process, negotiate agreement terms and conditions, and onboard and ramp-up partners
  • Cultivate relationships with channel partner principals and ensure commitment for investment in capacity, capabilities, customer success, and sales growth
  • Establish necessary programs, sales campaigns, and metrics to reduce time to first sale. Be accountable for new partner success during the first year of partnership
  • Act as primary global channel program representative for all acquisitions. Effectively integrate newly acquired channel partners into Ansys channel program
  • Develop plans and programs to sell newly acquired products through existing Ansys partner ecosystem for scale and competitiveness. Ensure programs support all relevant licensing and delivery models including SaaS and Cloud
  • Represent channel partners’ intertest within ANSYS to elevate partner relationships.  Build maximum awareness and strong relationships within ANSYS, ensuring that critical internal organizational resources are marshalled strategically and effectively to support partners
  • Be a channel champion within ANSYS, Inc.
  • And other job related duties may be assigned by management from time to time

 

MINIMUM QUALIFICATIONS

  • Bachelor’s degree in technical or business discipline required
  • A minimum of 10 years of experience in sales, channel management or  business development  leadership positions in B2B software industry, including at least 5 years at a senior manager / director level, and minimum of 5 years managing channel partners and distributors
  • Experience in identifying capable partners, negotiating distribution agreements
  • Demonstrated success operating in roles that rely as much on influence as on direct authority to fulfill responsibilities in areas that cross organizational / departmental boundaries
  • Prior experience in running a small business or prior channel program management experience
  • Strong business and financial acumen
  • Strong analytical, planning, communication, problem solving, and influencing skills
  • Travel 25%+ required

 

PREFERRED QUALIFICATIONS

  • Demonstrated awareness and understanding of PLM / simulation software space, and manufacturing and process industries.
  • MBA preferred on Masters in Engineering discipline

 

 

 

 

 

 

 

 

 

 

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.

 

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Nearest Major Market: Waltham
Nearest Secondary Market: Boston