Jobs in Munchen, Deutschland

Requisition #: 16997

Ansys is now a part of Synopsys. Synopsys, Inc. accelerates technology innovation from silicon to systems, delivering design solutions from EDA to silicon IP, system design and multiphysics simulation and analysis. Learn more at www.synopsys.com.

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 account to sustain high revenue targets and generate new growth. Enterprise Accounts are the largest accounts valued at over $5M with high expectations of sustainable customer engagement, collaboration, executive sponsorship, and growth. The EAE serves as the team lead for their assigned account(s) and is responsible for achieving and exceeding sales quota, driving the global business relationship with the customer, and leading collaboration with internal and external partners to create a seamless customer experience.

The successful EAE understands the customer environment, ecosystem, business priorities and challenges. They collaborate effectively and have a comprehensive understanding of ANSYS product portfolio to align ANSYS-based solutions that generate measurable and impactful business outcomes for the customer. The EAE gains executive level sponsorship, purchase commitment, and manages the ongoing business relationship with the customer, leading to multi-year renewals and overall account growth.

• Establishes and maintains a long-term global account plan with buy-in from senior levels of ANSYS; defines the long-term full potential of the account.
• Performs sales activities, develops and maintains relationships with executives who can act as business champions for ANSYS.
• Maintain renewal business and generate new business to meet/exceed sales quota.
• Lead global collaboration with account teams, product specialists, ACE, remote sites, business partners and other functions within ANSYS to ensure a synergistic, company-wide approach to the account.
• Develops approach and business case (including required investments) to deliver sustainable growth.
• Creates a global vision and executes roadmap to drive penetration across applicable product lines.
• Leads Customer Advisory Board processes and executive sponsorship programs and facilitates regular touchpoints such as management review meetings, trainings, seminars, and info days to strengthen relationships with key account stakeholders.
• Monitors customer satisfaction and communicates customer concerns to the full account team and sales management; communicates ANSYS’ commitment to the customer and actively manages expectations.
• Researches, analyzes, maintains, and disseminates information about accounts; knows the customer ecosystem, problems, goals, needs, competitors and issues.
• Understands customer internal relationships and decision-maker dynamics.
• Facilitates multiyear deal 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 quotation generation, order processing, delivery, acceptance, NDA and other contract preparation.
• Remains knowledgeable of ANSYS new and existing product/service pipelines to meet goals.
• Supports travel as required by role (up to 50%).

• 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 of 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
• Travel up to 50%

• Comprehensive knowledge of company products/services and pricing practices
• Demonstrated understanding of engineering analysis and technology
• Knowledge of the industry or customers is a plus
• Demonstrated proficiency in sales fundamentals, independently executes 8 pillars
• Excellent knowledge of competitors and account ecosystem
• Works autonomously with a proactive approach and 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 and leadership and collaboration skills

#LI-REMOTE

We offer a comprehensive range of health, wellness, and financial benefits. Our total rewards include both monetary and non-monetary offerings. Your recruiter will provide more details about salary range and benefits during the hiring process.

At ANSYS, part of Synopsys, we value and support talent from all backgrounds and do not discriminate on race, color, religion, national origin, gender, sexual orientation, age, military veteran status, or disability.