Enterprise Account Manager with Security Clearance

Summary / Role Purpose The Enterprise Account Executive "EAE" is primarily responsible for developing and executing a multi-year vision for executive level partnership and engagement with their assigned accounts in order to sustain high revenue targets and generate new growth. Enterprise Accounts are the largest accounts at ANSYS valued at over $5M with high expectations of sustainable customer engagement, collaboration, executive sponsorship, and growth. The EAE serves as the lead for their assigned account(s) serving the US Federal and National defense customers. They are responsible for achieving and exceeding sales quota, driving the business relationships with the customer and leading collaboration with internal and external partners to create a seamless customer experience. The successful EAE understands their customer's environment, the customer's customer/eco-system, the customer's business and mission priorities, and the customer's business and mission challenges. They must collaborate effectively and have a comprehensive understanding of Ansys' product portfolio to be able to align ANSYS based solutions that generate measurable and impactful outcomes for the customer. The EAE gains executive level sponsorship (with customer and inside of ANSYS), purchase commitment and manage the ongoing business relationship with the customer leading to consistent multi-year renewals and overall account growth. Key Duties and Responsibilities Establishes and maintains a long-term account plan, with buy-in from senior levels of ANSYS organization. Defines the long-term full potential of the account.
Performs sales activities, establishes, develops and maintains business relationships with executives who can serve as champions for ANSYS.
Maintain renewal business and generate new business to meet/exceed sales quota.
Leads collaboration with account teams, product specialists, ACE, remote sites, business partners and other functions within ANSYS to ensure a synergistic, companywide approach to the account.
Develops approach and business case (including required investments) to deliver sustainable growth.
Creates a vision and executes a roadmap to drive significant penetration across all applicable product lines.
Leads Customer Advisory Board process, executive sponsorship programs and facilitates regular touchpoint activities such as management review meetings (MRMs), trainings, seminars, and info days to strengthen relationships with key account stakeholders.
Monitors customer satisfaction and communicates customer concerns to the full account team, sales management, and others who serve the customer. Communicate ANSYS' commitment to the customer and actively manage customer expectations.
Research, analyze, maintain, and disseminate information about accounts; Knows the customer and its ecosystem, is well versed in the customer's problems, KBIs, goals, needs, competitors and issues .
Understands customer's internal relationships, including the biases and concerns of individual decision makers and key influencers. Facilitate complex contract negotiations and ROI-based proposals to achieve wins for both the customer and Ansys.
Maintains healthy pipeline to meet goals and accurately enters data into Salesforce.
Completes administrative work including but not limited to quotation generation, order processing, delivery, acceptance inspection, NDA and other contract preparation.
Remains knowledgeable and keeps abreast of ANSYS new and existing products/service pipeline to meet goals. Minimum Education/Certification Requirements and Experience Education & Years of Experience: Bachelor's degree in technical, engineering, business or related field with 6+ years of successful technical sales experience OR 8+ years of successful technical sales experience
2+ years' experience as a senior account manager or supporting an enterprise account with a proven track record of success
Fluent in English and in the local language of the territory
Ability to hold or has an active TS/SI/TK clearance
8+ years of experience with the US space domain, the OSD and the defense ecosystem
Travel: up to 50% Preferred Qualifications and Skills Comprehensive knowledge of company's products/services and pricing practices.
Demonstrated understanding of engineering analysis and technology .
Knowledge of the industry or customer(s) a plus
Demonstrated proficiency of sales fundamentals, independently executes 8 pillars
Excellent knowledge of competitors and account ecosystem
Works autonomously, proactive approach with managerial guidance as needed
Ability to navigate complex sales and customer issues with little guidance
Excellent problem solving
Excellent communication and organizational skills
Excellent executive presentation and persuasion skills
Ability to coordinate internal and external ecosystems.
Excellent networking and relationship management skills
Experience negotiating multi-year contracts
Strong strategic planning skills
Strong leadership and collaboration skills