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

 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 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 exis