Requisition #: 16182
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 Regional Account Manager "RAM" (m/f/d) is responsible for supporting a multi-year vision for executive level partnership and engagement with their assigned regional Enterprise territory accounts in order to sustain high revenue targets and generate new growth. Enterprise Accounts are the largest accounts at ANSYS with high expectations of sustainable customer engagement, collaboration, executive sponsorship, and growth. The Regional Account Manager will work with the named Enterprise Account Executive to execute the overall account strategy at regional customer sites.
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The successful RAM proactively learns about their customer's environment, the customer's customer/eco-system, the customer's business priorities, and the customer's business challenges. They must collaborate effectively and have a basic understanding of Ansys' product portfolio to be able to align ANSYS based solutions that generate measurable and impactful business outcomes for the customer. The RAM must support the named Enterprise Account Executive to gain 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.
Key Duties and Responsibilities
- Support the named Enterprise Account Executive to establish a long-term global account plan, with buy-in from senior levels of ANSYS organization
- Understands the regional customer
- Understands regional customer's internal relationships, including the individual decision makers and key influencers
- Develops knowledge of competitors
- Identifies regional customer's problems, key business initiatives and creates ROI-based proposals aligned to initiatives and generating business outcomes for customer
- Develops approach and business case (including required investments) to deliver sustainable growth for regional customer growth
- Defines potential of the regional account and ties this information into revenue expectations and resource planning
- Creates roadmap for regional customer to drive penetration across ANSYS product lines
- Monitors regional customer satisfaction and communicates customer concerns to the named Enterprise Account Executive; communicate ANSYS commitment to the customer and manage customer expectations
- Supports customer engagement efforts regionally through frequent customer interaction, program support and activity under GAM guidance.
- Establishes relationships with regional customer executives who can serve as business champions for ANSYS
- Collaborates globally with account teams, product specialists, other functions within ANSYS, remote (direct/indirect) sites, and business partners to ensure a synergistic, companywide approach to the account
- Supports the named Enterprise Account Executive to facilitate contract negotiations to achieve a win for both sides
- Maintains 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/services
Minimum Education/Certification Requirements and Experience
- Education & Years of Experience: Bachelor's degree in technical, engineering, business or related field with 2+ years of successful technical sales experience OR 4+ years of successful technical sales experience
- Ability to manage multiple opportunities and priorities while tracking progress
- Works under close managerial supervision
- Fluent in English and in the local language of the territory
- Travel: up to 50%
Preferred Qualifications
- Basic knowledge of company's products/services and pricing practices.
- Basic understanding of engineering analysis and technology.
- Knowledge of the industry or customer(s) a plus
- General understanding of sales fundamentals and 8 pillars
- General knowledge of competitors and account ecosystem
- Works under close managerial supervision
- Takes initiative identifying customer issues and successfully applies directives
- Strong problem solving
- Strong communication and organizational skills
- Demonstrated executive presentation and persuasion skills
- Ability to coordinate internal and external ecosystems.
- Strong networking and relationship management skills
- Strong collaboration skills
#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: the commitments to our stakeholders, the behaviors of how we work together, and the actions of how we deliver results. Together 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
INCLUSION IS AT OUR CORE
We believe diverse thinking leads to better outcomes. We are committed to creating and nurturing a workplace that fuels this by welcoming people, no matter their background, identity, or experience, to a workplace where they are valued and where diversity, inclusion, equity, and belonging thrive.
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.
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 (Belgium, 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 accept unsolicited 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.