Strategic Account Executive - Defence (m/f/d) - REMOTE

Ansys; United States; Remote; USD 80,000 - 120,000; Full time

Job summary

A forward-thinking company is seeking a Strategic Account Executive to drive innovation and human advancement through simulation technology. In this pivotal role, you will establish and nurture long-term partnerships with key global customers, ensuring their needs are met while maximizing revenue opportunities. Your expertise in technical sales and strategic planning will be essential as you navigate complex customer issues and deliver compelling solutions. Join a dynamic team dedicated to pushing the boundaries of technology and making a real impact in various industries. If you're passionate about driving success and innovation, this is the opportunity for you!

Benefits

Health Insurance

401(k) Plan

Remote Work Flexibility

Professional Development Opportunities

Employee Recognition Programs

Qualifications

• 6+ years of experience in technical sales or account management.
• Proven ability to manage multiple opportunities and priorities effectively.

Responsibilities

• Build long-term relationships with key customer stakeholders.
• Achieve and exceed sales quotas through strategic account management.

Skills

Sales Management

Strategic Planning

Technical Sales

Relationship Building

Negotiation

Education

Bachelor’s degree in technical, engineering, business or related field

6+ years of experience in sales

2+ years as a senior/key/named account manager

Tools

Salesforce

Job description

Requisition #:16755

Our Mission: Powering Innovation That Drives Human Advancement

When visionary companies need to know how their world-changing ideas will perform, they close the gap between design and reality with Ansys simulation. For more than 50 years, Ansys software has enabled innovators across industries to push boundaries by using the predictive power of simulation. From sustainable transportation to advanced semiconductors, from satellite systems to life-saving medical devices, the next great leaps in human advancement will be powered by Ansys.

Innovate With Ansys, Power Your Career.

Summary / Role Purpose

The Strategic Account Executive “SAE” (m/f/d) is responsible for building long-term, strategic relationships with assigned accounts in order to secure sustainable revenue through multi-year deals as well as identify and drive new business opportunities to maximize partnership profitability. Strategic Accounts are key global customers and/or strategically important partners as designated by leadership. The SAE is the lead account manager for high-value, complex and/or global strategic accounts. They are responsiblefor achieving and exceeding sales quota, consistently driving new business opportunities, establishing strong partnerships through ongoing connection and leading collaboration with internal and external partners.

ThesuccessfulSAE 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. They understand the customer’s business priorities and usage metrics and are clearly able to articulate the value-added benefit that Ansys is providing, leading to consistent year-over-year account growth.

Key Duties and Responsibilities

• Performs sales activities, establishes, develops and maintains business relationships with key customer stakeholders tomaintain renewal business andgenerate new business to meet annual sales quota.
• Understands how the competition is presenting their value proposition, set the account up to replace with Ansys software.
• Identify and define solutions where ANSYSofferings can be applied and deliver (with help from account team and supportfunctions) compelling customer presentationsin coordination with technicalteam to enhance new businessopportunities .
• Creates and executes a long-term strategy to grow usage by connecting the Ansys solutions to a customer challenge or priority.
• Collaborates with global account teams, product specialists, ACE, remote (direct/indirect) sites, business partners and other functions within ANSYS to ensure a synergistic, companywide approach to the account.
• Facilitates regular touchpoint activities such as management reviewmeetings(MRMs), trainings, seminars, and info days to strengthen relationships with key account stakeholders.
• Document customer’s before and after required capabilities along with metrics that definesuccess to demonstrate Ansys’ ROI and enhance sale profitability .
• Develop sales and technical partnerships to uncover, understand and document keytechnical challenges / painpoints.
• Establishes and utilizes executive champions in the customer to drive the outcomes of decision makers and key influencers .
• 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.

• Facilitate multiyear deal contract negotiations and create ROI-based proposals as needed to achieve wins for boththe customer and Ansys.

• Maintains healthypipeline to meetgoalsand accurately enters data into Salesforce.
• Completes administrative work including but not limited to quotation generation, order processing, delivery, acceptance inspection, NDA and other contract document preparation.
• Remain knowledgeable and keeps abreast of the company's new and existingproducts/services to facilitate salesefforts .

Minimum Education/Certification Requirements and Experience

• Bachelor’s degree in technical, engineer, business or related field and 6+ years of experience OR 8+ years of experience
• 2+ years experience as a senior/key/namedaccount manager
• Demonstrated success in technical sales positions growing key accounts
• Strong ability to manage multiple opportunities and priorities while trackingprogress
• Works autonomously, proactive approach with managerial guidance as needed
• Proven executive presentation and persuasion skills.
• Strong strategic planning skills
• Ability to navigate complex sales and customer issues with little guidance
• Strong networking skills, ability to drive new contacts and maintain good business relationships
• Fluent in English and in the local language of the territory
• Travel: up to 50%

Preferred Qualifications and Skills

• Experience of procurement process at MoD
• Experience in Defence Industry
• Demonstrated knowledge of company's products/services and pricing practices.
• Demonstrated understanding of engineering analysis andtechnology .
• Knowledge of the specific territory, product line, or customer(s) a plus
• Excellent problem solving
• Ability to coordinate internal and external ecosystems.
• Ability to coach others

#LI-REMOTE

At Ansys, we know that changing the world takes vision, skill, and each other. We fuel new ideas, build relationships, and help each other realize our greatest potential. We are ONE Ansys. We operate on three key components: our commitments to stakeholders, our values that guide how we work together, and our actions to deliver results. As ONE Ansys, we are powering innovation that drives human advancement

Our Commitments:

• Amaze with innovative products and solutions
• Make our customers incredibly successful
• Act with integrity
• Ensure employees thrive and shareholders prosper

Our Values:

• Adaptability: Be open, welcome what’s next
• Courage: Be courageous, move forward passionately
• Generosity: Be generous, share, listen, serve
• Authenticity: Be you, make us stronger

Our Actions:

• We commit to audacious goals
• We work seamlessly as a team
• We demonstrate mastery
• We deliver outstanding results

VALUES IN ACTION

Ansys is committed to powering the people who power human advancement. We believe in creating and nurturing a workplace that supports and welcomes people of all backgrounds; encouraging them to bring their talents and experience to a workplace where they are valued and can thrive.

Our culture is grounded in our four core values of adaptability, courage, generosity, and authenticity. Through our behaviors and actions, these values foster higher team performance and greater innovation for our customers.

We’re proud to offer programs, available to all employees, to further impact innovation and business outcomes, such as employee networks and learning communities that inform solutions for our globally minded customer base.

WELCOME WHAT’S NEXT IN YOUR CAREER AT ANSYS

At Ansys, you will find yourself among the sharpest minds and most visionary leaders across the globe. Collectively, we strive to change the world with innovative technology and transformational solutions. With a prestigious reputation in working with well-known, world-class companies, standards at Ansys are high — met by those willing to rise to the occasion and meet those challenges head on. Our team is passionate about pushing the limits of world-class simulation technology, empowering our customers to turn their design concepts into successful, innovative products faster and at a lower cost. Ready to feel inspired? Check out some of our recent customer stories, here and here.

At Ansys, it’s about the learning, the discovery, and the collaboration. It’s about the “what’s next” as much as the “mission accomplished.” And it’s about the melding of disciplined intellect with strategic direction and results that have, can, and do impact real people in real ways. All this is forged within a working environment built on respect, autonomy, and ethics.

CREATING A PLACE WE’RE PROUD TO BE
Ansys is an S&P 500 company and a member of the NASDAQ-100. We are proud to have been recognized for the following more recent awards, although our list goes on: Newsweek’s Most Loved Workplace globally and in the U.S., Gold Stevie Award Winner, America’s Most Responsible Companies, Fast Company World Changing Ideas, Great Place to Work Certified (China, Greece, France, India, Japan, Korea, Spain, Sweden, Taiwan, and U.K.).

For more information, please visit us at www.ansys.com

Ansys is an Equal Opportunity Employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, veteran status, and other protected characteristics.

Ansys does not acceptunsolicited referrals for vacancies, and any unsolicited referral will become the property of Ansys. Upon hire, no fee will be owed to the agency, person, or entity.