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Senior Strategic Account Executive

ANSYS, Inc. • Canonsburg, Washington County, United States • $200k - $250k / year • 3m ago

Senior Strategic Account Executive

Date: Oct 16, 2024

Company: Ansys

Requisition #: 15295

Our Mission: Powering Innovation That Drives Human Advancement

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.

Summary / Role Purpose

The Senior Strategic Account Executive (SSAE) is responsible for building long-term, strategic relationships with assigned accounts to secure sustainable revenue through multi-year deals as well as identify and drive new business opportunities to maximize partnership profitability. The SSAE is the lead account manager for high-value, complex and/or global strategic accounts, achieving and exceeding sales quota, identifying new opportunities for growth, establishing strong partnerships, and leading collaboration with internal and external partners.

The successful SSAE represents the full portfolio of Ansys products and services to assigned customers, leading the customer account planning cycle and ensuring assigned customers’ needs and expectations are met by the company.

Key Duties and Responsibilities

Performs sales activities, establishes, develops and maintains business relationships with key customer stakeholders to maintain renewal business and generate new business to meet annual sales quota.
Understands how the competition is presenting their value proposition and replaces it with Ansys software.
Identifies and defines solutions where Ansys offerings can be applied and delivered, coordinating compelling customer presentations with the technical team.
Collaborates as needed with account teams, product specialists, ACE (Ansys Customer Excellence), remote sites, business partners, and other functions within Ansys.
Facilitates regular touchpoint activities such as management review meetings (MRMs), trainings, seminars, and info days to strengthen relationships with key account stakeholders.
Documents customer’s before and after required capabilities along with metrics that define success to demonstrate Ansys’ ROI.
Develops sales and technical partnerships to uncover, understand, and document key technical challenges/pain points.
Understands customer’s internal relationships, including the biases and concerns of individual decision makers and key influencers.
Researches, analyzes, maintains, and disseminates information about accounts; be well-versed in the customer’s problems, goals, needs, competitors, and issues.
Facilitates multiyear deal contract negotiations and creates ROI-based proposals as needed.
Maintains a healthy pipeline to meet goals and accurately enters data into Salesforce.
Completes administrative work including quotation generation, order processing, and contract document preparation.
Remains knowledgeable and keeps abreast of the company's new and existing products/services.

Minimum Education/Certification Requirements and Experience

Education & Years of Experience: Bachelor’s degree in technical, engineering, business or related field and 8+ years of experience OR 10+ years of experience.
Demonstrated success in technical sales positions.
4+ years’ experience as a senior/key/named account manager.
Demonstrated leadership and team-building skills required.
Fluent in English and in the local language of the territory.
Travel: up to 50%.

Preferred Qualifications and Skills

Comprehensive knowledge of company's products/services and pricing practices.
Demonstrated understanding of engineering analysis and technology.
Demonstrated knowledge of the specific territory, product line, or customer(s).
Demonstrated proficiency in sales fundamentals.
Advanced ability to manage multiple opportunities and priorities.
Ability to navigate complex sales and customer issues.
Excellent problem-solving, communication, and organizational skills.
Excellent executive presentation and persuasion skills.
Ability to coordinate internal and external ecosystems.
Excellent networking skills.
Ability to coach others on complex matters.

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. We are ONE Ansys, committed to our stakeholders, working together, and delivering results.

INCLUSION IS AT OUR CORE
We believe diverse thinking leads to better outcomes. We are committed to creating a workplace that fuels this by welcoming people, no matter their background, identity, or experience.

WELCOME WHAT’S NEXT 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.

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.

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