Senior Enterprise Account Executive - Aerospace & Defense

ANSYS; Ammendale (MD); Remote; USD 80,000 - 100,000; Full time

Job summary

A leading technology solutions company is seeking a Senior Enterprise Account Executive to manage high-value global accounts. The successful candidate will drive sales, develop long-term relationships, and navigate complex sales processes. An advanced understanding of the client's environment and effective collaboration skills are essential. This remote-role candidate must be based near key U.S. locations and has a background in technical sales.

Benefits

Comprehensive health benefits

Wellness programs

Financial benefits

Qualifications

• 8+ years of successful technical sales experience or 10+ years without a degree.
• Experience leading an enterprise account with a proven track record.
• Ability to navigate complex sales issues independently.

Responsibilities

• Develop and execute a long-term account plan.
• Maintain business relationships with key executives.
• Lead global collaboration for account management.

Skills

Technical sales experience

Cultural awareness

Leadership skills

Negotiation skills

Collaborative skills

Education

Bachelor's degree in technical, engineering, or business field

Job description

Overview

Requisition #: 16858

Ansys is now a part of Synopsys. Synopsys, Inc. (Nasdaq: SNPS) accelerates technology innovation from silicon to systems. Catalyzing the era of pervasive intelligence, we deliver design solutions, from electronic design automation to silicon IP, to system design and multiphysics simulation and analysis. We partner closely with our customers across a wide range of industries to maximize their R&D capability and productivity, powering innovation today that ignites the ingenuity of tomorrow. Learn more at www.synopsys.com.

Summary / Role Purpose

The Senior Enterprise Account Executive "SEAE" is responsible for developing and executing upon a multi-year vision for executive level partnership and engagement with their assigned account to sustain high revenue targets and generate double digit ACV growth. Enterprise Accounts are the largest accounts at ANSYS with high expectations of sustainable customer engagement, collaboration, executive sponsorship, and growth. The SEAE, is an expert account manager that serves as the team lead for high-value and complex global enterprise accounts. They are 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. As a senior member of the team, the SEAE may be called upon to mentor junior team members, is relied upon to provide accurate forecasting and contribute to the broader success of the team.

The successful SEAE has an advanced understanding of their customer's environment, the customer's customer/eco-system, customer's business priorities, and customer's business challenges. They collaborate effectively, providing leadership to internal and external partners and have a comprehensive understanding of ANSYS' product portfolio. They are able to align ANSYS based solutions that generate measurable and impactful business outcomes for the customer. The SEAE 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.

Position is eligible for remote work arrangements, but, based on customer base candidates must be in proximity to the following U.S. based locations: Charlotte, NC; Minneapolis, MN; Phoenix, AZ; Southern CA; Washington, DC;

Key Duties and Responsibilities

• Establishes and maintains a long-term global 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 business champions for ANSYS.
• Maintain renewal business and generate new business to meet/exceed sales quota.
• Leads global 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 global vision and executes roadmap to drive significant penetration across all applicable product lines.
• Understand how business is different in various countries and cultures. Prepare messaging and communication to align with cultural awareness.
• 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. Ansys, Inc. is an Equal Opportunity Employer.
• 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 multiyear deal 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 8+ years of successful technical sales experience OR 10+ years of successful technical sales experience
• 2+ years' experience leading an enterprise account with a proven track record of success
• Ability to navigate complex sales and customer issues with no guidance
• Ability to coordinate internal and external ecosystems.
• Cultural awareness and knowledge of how business is different in different cultures
• Strong leadership and collaboration skills
• Experience negotiating multi-year contracts independently
• Exceptional knowledge of competitors and account ecosystem
• Strong strategic planning skills
• Ability to coach others
• Fluent in English and in the local language of the territory
• Travel: up to 50%

Preferred Qualifications and Skills

• Comprehensive knowledge of company's products/services and pricing practices.
• Demonstrated proficiency of engineering analysis and technology.
• Demonstrated knowledge of the industry or customer(s)
• Advanced proficiency of sales fundamentals, independently executes 8 pillars
• Excellent problem solving
• Excellent communication and organizational skills
• Superior executive presentation and persuasion skills
• Excellent networking and relationship management skills
• Strong strategic planning and accurate forecasting skills

Rewards and Benefits

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

At Ansys, part of Synopsys, we want talented people of every background to feel valued and supported to do their best work. We consider all applicants for employment without regard to race, color, religion, national origin, gender, sexual orientation, age, military veteran status, or disability.