Strategic Account Manager

vor 2 Wochen

Wien, Österreich ANSYS Vollzeit

Ansys is the global leader in engineering simulation, helping the world's most innovative companies deliver radically better products to their customers. By offering the best and broadest portfolio of engineering simulation software, Ansys helps companies solve the most complex design challenges and engineer products limited only by imagination.

**Summary / Role Purpose**
The Strategic Account Manager (M/F/d) builds long-term strategic relationships with strategically important global customers and partners. The Strategic Account Managercan beassigned toup to 3 Strategic Accounts, and**responsible**for achieving sales quota and assigned account objectives. The**successful**Strategic 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**:

- 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.
- Fluent in English and in the local language of the territory.
- 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.

**Remuneration**
Salary according to collective bargaining agreement IT/ST2 of at least EUR 3,618.00 gross monthly. Depending on qualification and professional experience we aim for an overpayment.

**CULTURE AND VALUES**
Culture and values are incredibly important to Ansys. They inform us of who we are, of how we act. Values aren't posters hanging on a wall or about trite or glib slogans. They aren't about rules and regulations. They can't just be handed down the organization. They are shared beliefs - guideposts that we all follow when we're facing a challenge or a decision. Our values tell us how we live our lives; how we approach our jobs. Our values are crucial for fostering a culture of winning for our company:

- Customer focus
- Results and Accountability
- Innovation
- Transparency and Integrity
- Mastery
- Inclusiveness
- Sense of urgency
- Collaboration and Teamwork

**WORKING AT ANSYS**
At Ansys, you will find yourself among the sharpest minds and most visionary of leaders, collectively aiming to change the world with innovative technology and remarkable solutions.

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