Sales Enablement Specialist

Job Summary:

Enable our Sales teams to develop and win more business faster for the portion of Altair’s technology portfolio involving Math, Systems & Multibody tools for Model-Based Development.

What You Will Do:

Enable our Salespeople to sell our Math, Systems & Multibody solutions (75%)

For your assigned sales campaigns (which will change periodically), help our Sales Account Managers (AMs) win business efficiently by doing the following:

• Develop, deliver and support a successful sales enablement strategy for consistent execution in your assigned region.  Propose appropriate success metrics, then achieve them.
• Lead the creation of the required selling materials as “Sales Kits” (including battlecards, call & email scripts, sales presentations, sales wins and customer success stories, demos, and possibly more) – both to provide guidance to our Salespeople internally and to enable them to re-use externally when selling.  Monitor usage and increase over time.
• Unify our storytelling to prospective customers. Ensure our messaging highlights our unique competitive differentiators as solutions to common & important customer challenges.
• Help produce enough qualified leads for our AMs by enabling our Business Development Representatives (BDRs), Inside Sales Reps (ISRs) and Regional Marketing teams to properly target, pursue, and achieve traction with prospective customers.
• Monitor and assess campaign results, processes, & lessons learned – to continually improve.
• Conduct sales training and continually coach Account Managers & Channel Partners; coordinate our AMs’ storytelling with our AEs’ ability to deliver effective demos.
• Support expansion at key accounts, building and leveraging a local community of advocates.
• Make key customer & prospect visits.  Propose/support relevant events to develop business.
• Represent the voice of customers & Altair Sales to our Marketing & Development teams.
• Know the major industrial/market trends and challenges which provide real and significant business opportunities to Altair.  Understand the competitive landscape.
• Work with the Academic Program Team to help increase student-usage and seed the industrial market with future users of our products.

Collaborate with our Corporate Marketing team (15%)

• Work with our Corporate Marketing team (especially Solutions Marketing & IMC) to support our company’s selling efforts – by effectively raising awareness and delivering evidence for our Math & Systems solutions (e.g., for use on our website, in marketing videos, social media posts, etc.)
• Give advice, collaborate with, and support the Corporate and Regional Marketing Teams to plan and execute effective marketing and sales campaigns.

Collaborate with our Product Development and Altair Partner Alliance teams (10%)

• Provide business focus and scalable use cases to Development so their technology roadmap helps Altair maximize growth by being well aligned with perceived market opportunities.
• Coordinate activity of technical resources to conduct benchmarks, proof-of-concept work, and product demos for our unique selling points (USPs).
• Cultivate and help sell solutions developed through strategic technology partnerships.

What You Will Need:

Basics:

• BS degree in Engineering, Physics or similar
• Familiarity with the CAE / PLM software space
• Effective communicator; enjoys helping others learn
• Takes initiative and work independently

Preferred:

• Experience in a customer-facing role in software sales or technical support; a solid understanding of the importance of selling technical solutions involving software and/or services
• 5-15 years of experience with one or more of the following:
  • 0D equation-based modeling (using Altair Compose®, Octave, MATLAB, python or similar)
  • 1D block-diagram-based systems modeling (using Altair Activate®, Simulink, Amesim or similar)
  • 3D multibody dynamics modeling (using Altair MotionSolve®, Altair Inspire™, Adams, Simcenter 3D Motion, Simscape or similar)
• some FEA and/or CFD experience
• MS or MBA degree