Senior Account Manager

Summary / Role Purpose

The SeniorAccount Manager "SAM" will increase new and existing business by adapting ANSYS engineering simulation products and solutions into customers' engineering environments and product development processes, ultimately helping customers develop new products and improve existing products and processes. The SAM is responsible for all sales activities, from lead generation through close within an assigned geographical territory, and/or specified named accounts and is responsible for maximizing sales profitability, growth, and account penetration. Assigned accounts are midsize and reside within a single territory or common industry. The SAM is responsible for achieving sales quota, new business growth targets and selling the entire Ansys solution and services directly to end users.

A successful SAM creates and executes a strategy for assigned accounts, helping the customer understand the ongoing ROI from the Ansys solution. They maintain a deep pipeline of new business leading to consistent achievement of sales quota and growth targets.

Key Duties and Responsibilities

• Performs sales activities, establishes, develops and maintains business relationships with current and/or prospective customers
• Maintain renewal business and generate new business for an assigned geographic area, set of named accounts or product/service line to achieve or exceed revenue objectives.
• Create and conduct sales presentations that clearly present the value of company's products/services through metrics and proof points while tying to the customer's needs and differentiating from competition.
• Establishes relationships with business leaders and customer executives who can serve as business champions for Ansys.
• Coordinates sales effort as needed with marketing, account team, sales management, accounting, legal and technical services groups globally.
• Develop clear and effective written proposals/quotations for current and prospective customers that represent maximum value to the customer and fair price for ANSYS; ensure that proposals address customer's key issues, needs, and requirements.
• Create and maintain account plans for existing customers highlighting profile, share and value opportunities.
• Alert client to new or improved products/services and relays client feedback to product development staff.
• Research sources for developing prospective customers or expanding to new groups in existing customers and for information to determine their potential.
• Leverage trade shows and conventions; schedules training and seminars to enhance new business opportunities within current and prospective customer base.

• Completes administrative work including but not limited to quotation generation, order processing, delivery, acceptance inspection, NDA and other contract preparation.
• Maintain healthy pipeline to meet goals. Accurately enters data into Salesforce.

• Remain knowledgeable and keeps abreast of the company's new and existing products/services to facilitate sales efforts.

Minimum Education/Certification Requirements and Experience

• Education & Years of Experience: Bachelor's degree in technical, engineering, business or related field with 4+ years of related experience OR 6+ years of related experience
• Demonstrated success in technical sales positions.
• Ability to manage multiple opportunities and priorities while tracking progress.
• Works independently with managerial guidance as needed
• Ability to navigate moderately complex sales and customer issues with guidance
• Ability to coordinate internal and external ecosystems.
• Strong networking skills, ability to drive new contacts and maintain good business relationships
• Fluent in English and in the local language of the territory
• Travel: up to 20% (regional)

Preferred Qualifications and Skills

• Demonstrated knowledge of company's products/services and pricing practices.
• Demonstrated understanding of engineering analysis and technology
• Knowledge of the specific territory, product line, or customer(s) a plus
• Demonstrated understanding of sales fundamentals, experience executing all 8 pillars
• Strong problem solving
• Strong communication and organizational skills
• Demonstrated executive presentation and persuasion skills
• Strong collaboration skills