Enterprise Account Manager- Aerospace/defense - Houston, United States - Ansys

Ansys

Verified Company

Houston, United States

2 weeks ago

Posted by:

Mark Lane

beBee recruiter

Description

Requisition #: 14065

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.

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.

Innovate With Ansys, Power Your Career.

Summary / Role Purpose

The Enterprise Account Manager ("EAM") (M/F/d) 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 longterm global account plan, with buyin from senior levels of ANSYS organization. Define the longterm full potential of the account and ties this information into revenue expectations and resource planning.
Knows the customer and its ecosystem. Develop indepth 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 ROIbased 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.

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 teambuilding skills required.
Exceptional knowledge of competitors
Fluent in English
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. We are ONE Ansys.

We operate on three key components:

the commitments to our stakeholders, the behaviors of how we work together, and the actions of how we deliver results.

Together as ONE Ansys, we are powering innovation that drives human advancement.

Our Commitments: