Strategic Account Executive - FA&D - REMOTE

ANSYS, Inc.; Irvine (CA); Remote; USD 80,000 - 150,000; Full time

Job summary

An established industry player is seeking a Strategic Account Executive to drive innovation and build lasting relationships with key clients. This role is crucial for maximizing revenue through multi-year deals and identifying new business opportunities. The ideal candidate will possess a strong technical sales background, exceptional strategic planning skills, and the ability to navigate complex customer needs. Join a dynamic team that values collaboration and empowers you to make a significant impact in the world of simulation technology. If you're ready to elevate your career and contribute to groundbreaking advancements, this opportunity is for you.

Qualifications

• Bachelor’s degree or equivalent experience in technical or business field.
• 6+ years in sales with a focus on account management.

Responsibilities

• Build and maintain strategic relationships with key accounts.
• Drive new business opportunities and maximize partnership profitability.
• Facilitate contract negotiations and create ROI-based proposals.

Skills

Technical Sales

Account Management

Strategic Planning

Networking

Problem Solving

Executive Presentation

Education

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

6+ years of experience in related field

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

Tools

Salesforce

Job description

Strategic Account Executive - FA&D - REMOTE

Location: Irvine, CA, US, 92602; Austin, TX, US, 78746; Exton, PA, US, 19341; Beltsville, MD, US, 20805; Boulder, CO, US, 80301; Canonsburg, PA, US, 15317; Waltham, MA, US, 02451

Company: Ansys

Requisition #:16626

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” 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 responsible for achieving and exceeding sales quota, consistently driving new business opportunities, establishing strong partnerships through ongoing connection and leading collaboration with internal and external partners.

The successful SAE represents the full portfolio of Ansys products 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 to maintain renewal business and generate 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 ANSYS offerings can be applied and deliver (with help from account team and support functions) compelling customer presentations in coordination with technical team to enhance new business opportunities.
• 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 review meetings (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 define success to demonstrate Ansys’ ROI and enhance sale profitability.
• Develop sales and technical partnerships to uncover, understand and document key technical challenges / pain points.
• 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 the customer’s problems, KBIs, goals, needs, and issues. Understand and document the organizational chart and sales process.
• Facilitate multiyear deal contract negotiations and create ROI-based proposals as needed 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 document preparation.
• Remain knowledgeable and keeps abreast of the company's new and existing products/services to facilitate sales efforts.
• Coaches earlier career sales professionals.

Minimum Education/Certification Requirements and Experience

• Education & Years of Experience: Bachelor’s degree in technical, engineering, business or related field and 6+ years of experience OR 8+ years of experience.
• 2+ years experience as a senior/key/named account manager.
• Demonstrated success in technical sales positions growing key accounts.
• Strong ability to manage multiple opportunities and priorities while tracking progress.
• 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

• Demonstrated knowledge of company's products/services and pricing practices.
• Demonstrated understanding of engineering analysis and technology.
• Knowledge of the specific territory, product line, or customer(s) a plus.
• Demonstrated proficiency of sales fundamentals, independently executes 8 pillars.
• Excellent problem solving.
• Ability to coordinate internal and external ecosystems.
• Ability to coach others.

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.

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.

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.