Channel Sales Manager

Summary / Role Purpose

The Channel Sales Manager is responsible for developing and supporting the company sales from small to medium-sized businesses through indirect and direct sales activities, and key customer / market opportunity development. The successful Channel Sales Manager indirectly leads channel partner reps with a "sell-with" sales approach and will leverage technical sales support and marketing to meet assigned territory's sales goals. The Channel Sales Manager champions the ANSYS Partner Program and work closely with channel partners, ensuring they have the focus and commitment necessary to succeed.

Key Duties and Responsibilities

• Responsible for selling ANSYS solutions in a specified region through channel partners while exhibiting ANSYS Channel principles. Owns the sales plan for specified region.
• Provide hands-on leadership for sales opportunities.
• Gain access and manage relationships with senior level customer executives.
• Coach and motivate channel partner representatives to grow their Ansys selling skills.
• Make joint customer visits, coach channel partner reps, and ensure sales, technical and principal trainings and certifications are performed in a timely manner.
• Provide accurate and timely forecast. Review forecast and pipeline with channel partners on a regular basis.
• Ensure successful implementation of ANSYS Partner Program, including marketing programs, to achieve success and effectively manage and develop the region for future growth.
• Mediate channel partner requests and/or issues: customer pricing, discounting, special offerings, customer concerns such as software performance issues, and assist in development of tactical solution strategies. Interface directly with customers to ensure satisfaction with ANSYS solutions.
• Act as a liaison between channel partners and ANSYS Business Units, Marketing, Legal, Finance, and Business Operations to ensure efficient workflows and problem solving.

• Education & Years of Experience: Bachelor's degree in technical, engineering, business or related field with 4+ years successful sales, key accounts, and indirect channel account management experience in software industry OR 6+ years successful sales, key accounts, and indirect channel account management experience in software industry.
• Demonstrated understanding of scientific or technical software products/services, pricing / licensing practices, and consultative selling skills
• Excellent time management, communication, decision-making, human relations, presentation, and organization skills
• Experience in negotiating sales contracts with key accounts.
• Analytical, planning, coaching and communication skills.
• Travel: up to 50%

• Fluent in English and in the local language of the territory
• MBA or advanced degree
• Simulation / PLM software Industry experience