Strategic Account Manager

The Strategic Account Manager builds long-term strategic relationships with strategically important global customers and partners. The Strategic Account Managercan beassigned toup to 3 Strategic Accounts, andresponsiblefor achieving sales quota and assigned account objectives. ThesuccessfulStrategic Account Manager represents thefull portfolio ofAnsysproducts 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 andidentify and define solutions where ANSYSofferings can be applied by enabling that the right people in bothorganizations get together for activities such as management reviewmeetings(MRMs), trainings, seminars, and info days to enhance new businessopportunities.
• Meetor exceednew businesssales plan across all BUs andthe assignedaccounts.
• Develop sales and technical partnerships to uncover, understand and document keytechnical challenges / painpoints.
• Facilitate tool evaluations by identifying the appropriate Ansys Application Engineers, Product Specialists and,when required, R&Dresources.
• Research, gather, analyze, maintain, and disseminate information about the accounts;develop exceptional knowledge of the customer and competitors and be well versed in thecustomer's problems, KBIs, goals, needs, andissues.Understand and document the organizational chart and salesprocess.
• Document customer's before and after required capabilities along with metrics that definesuccess to facilitate the required toolevaluations.
• Coordinate with Ansys and Customer legal (as required) to facilitate requiredMNDAs.
• Oversee solution development and deliver (with help from account team and supportfunction) compelling customer presentationsin coordination with technicalteam.
• Define and create proposals/offers that represent maximum value to the customer and fairprice for ANSYS; ensure that proposals address customer's key issues, needs, andrequirements, and align well their KBIs, Critical Success Factors, andKPIs.
• Facilitate contract negotiations and achieve a win for boththe customer and Ansys.
• Provide accurate forecasts for new, renewal business, and services; maintain healthypipeline to meetgoals.
• Serve as a resource to Ansyschannel partners within a designated territory by assistingwith the sales process related to new and existing accounts, up to and includingopportunityclose.

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/namedaccount manager
• Demonstrated understanding of engineering analysis andtechnology.
• Ability to manage and delegate multiple opportunities and priorities while trackingprogress.

• Excellent communication (including at executive level), organizational skills and the ability to workcollaboratively.
• Demonstrated leadership and team-building skillsrequired.
• Travel:up to 50%

Preferred Qualifications and Skills

• Demonstrated knowledge of company's products/services and pricing practices.
• Knowledge of the specific accounts
• Professional appearance and presentation

Nearest Major Market: San Jose
Nearest Secondary Market: Palo Alto