What are the responsibilities and job description for the Senior Enterprise Account Manager - Aerospace & Defense position at ANSYS?
Requisition # : 15845
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") is primarily responsible for meeting sales and company growth targets and developing and executing upon a multi-year vision for executive level partnership engagement that generates double digit ACV growth. 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 and mission priorities, customer's business / mission challenges to align an ANSYS based solution that generates a measurable and impactful business / mission 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 long-term account plan, with buy-in from senior levels of ANSYS organization. Define the long-term full potential of the account and ties this information into revenue expectations and resource planning.
- Knows the customer and its ecosystem. Develop in-depth 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 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 ROI / Mission Outcome-based proposals aligned to initiatives and generating positive outcomes for customer.
- Orchestrate seminars and training with presale engineers to strengthen our presence.
- 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 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.
- Includes administrative work (quotation generation, order processing, delivery, acceptance inspection, NDA and other contract document preparation)
- Serve as a resource to the territory by assisting with the sales process related to new and existing accounts, up to and including opportunity close.
Minimum Education / Certification Requirements and Experience
Preferred Qualifications and Skills
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 :
Our Values :
Our Actions :
INCLUSION IS AT OUR CORE
We believe diverse thinking leads to better outcomes. We are committed to creating and nurturing a workplace that fuels this by welcoming people, no matter their background, identity, or experience, to a workplace where they are valued and where diversity, inclusion, equity, and belonging thrive.
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. With a prestigious reputation in working with 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. Our team is passionate about pushing the limits of world-class simulation technology, empowering our customers to turn their design concepts into successful, innovative products faster and at a lower cost.
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." And it's about the melding of disciplined intellect with strategic direction and results that have, can, and do impact real people in real ways. All this is forged within a working environment built on respect, autonomy, and ethics.
CREATING A PLACE WE'RE PROUD TO BE
Ansys is an S&P 500 company and a member of the NASDAQ-100. We are proud to have been recognized for the following more recent awards, although our list goes on : Newsweek's Most Loved Workplace globally and in the U.S., Gold Stevie Award Winner, America's Most Responsible Companies, Fast Company World Changing Ideas, Great Place to Work Certified (Belgium, China, Greece, France, India, Japan, Korea, Spain, Sweden, Taiwan, and U.K.).
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.
CM-1
LI-Remote
