Enterprise Account Manager

SUMMARY

The Enterprise Account Manager (EAM) is primarily responsible for meeting sales and above average company growth targets and developing and executing upon a multi-year vision for executive level partnership engagement that generates a 2-4X revenue growth potential.  The Enterprise Accounts are typically the largest global accounts at ANSYS with high expectations of 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.

RESPONSIBILITIES

• Establishes a long-term global account plan, with buy-in from senior levels of ANSYS organization
• Knows the customer and its ecosystem,
• Understands customer’s internal relationships, including the biases and concerns of individual decision makers and key influencers
• Develops exceptional knowledge of competitors
• Identifies customer’s problems, key business initiatives and creates ROI-based proposals aligned to initiatives and generating business outcomes for customer
• Develops approach and business case (including required investments) to deliver sustainable growth
• Defines full potential of the account and ties this information into revenue expectations and resource planning
• Creates roadmap to drive significant penetration across all applicable ANSYS product lines
• Monitors customer satisfaction and communicate customer concerns to account team, sales management, BUs and to others who serve the customer; communicate ANSYS commitment to the customer and manage customer expectations
• Establishes relationships with customer executives who can serve as business champions for ANSYS
• Collaborates globally with account teams, product specialists, other functions within ANSYS, remote (direct/indirect) sites, and business partners to ensure a synergistic, companywide approach to the account
• Facilitates contract negotiations to achieve a win for both sides
• Leads executive sponsorship programs including Management Review Board (MRB) process
• Leads Customer Advisory Board process
• Remains knowledgeable and keeps abreast of ANSYS new and existing products/services

MINIMUM QUALIFICATIONS

• Minimum bachelor’s degree in an engineering discipline or bachelor’s degree with technical sales experience
• Minimum 5 years’ sales experience, at least 2 years as a senior/key/named account manager, with a proven track record of success
• Demonstrated basic understanding of PLM or engineering simulation space
• Excellent communication (including at executive level), organizational skills and the ability to work collaboratively
• Ability to work collaboratively across a globally diverse account
• Minimum travel of 50%

PREFERRED QUALIFICATIONS

• Proficient in the following competencies: Building Trusting Relationships, Business and Financial Acumen, High Impact Communication, Marshaling Resources, Expanding and Advancing Opportunities, Devising Sales Approaches and Solutions, Initiating Action, Active Learning, Adaptability, Sustaining Customer Satisfaction, Sales Opportunity Analysis
• 10 years’ field sales experience is preferable
• Demonstrated knowledge of ANSYS products/services, and pricing practices a plus
• Knowledge of the specific accounts, industry a plus
• Professional appearance and presentation