Senior Account Manager - Federal - REMOTE

 Requisition #: 15457 

 

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 Senior Account Manager “SAM” is responsible for developing and executing a strategic plan to  identify whitespace and grow our engagement and partnership within specific assigned accounts. The SAM will be responsible for all sales activities including lead generation through close within an assigned geographical territory, and/or specified named accounts and is responsible for maximizing sales growth, profitability and account penetration. The SAM will have an opportunity to work directly with high impact accounts within the Federal Aerospace & Defense (FA&D) market, supporting large enterprise government agencies as well as the defense industrial base.

                                       

Go-to-market within FA&D is complex and requires a strong understanding of the combined eco-system (both our direct customers and their mission and industry partners). The successful SAM understands this eco-system, the environment our customers operate in and their business and mission challenges. The SAM must collaborate effectively (both internally and externally) and have a comprehensive understanding of Ansys’ product portfolio to be able to align ANSYS based solutions that generate measurable and impactful outcomes for our customers. The SAM is responsible for maintaining and cultivating a sales pipeline, arcuately forecasting quarterly performance, and achieving new, renewal and services sales quota by selling the full portfolio of Ansys product and services offerings.

 

Key Duties and Responsibilities

• Generates and maintains a long-term account plan, with buy-in from senior levels of ANSYS organization. Defines the long-term full potential of the account.
• Establishes, develops and maintains business relationships with executives who can serve as champions for ANSYS.
• Maintain renewal business and generates new business for an assigned geographic area or set of named accounts to achieve or exceed revenue objectives​.
• Creates and executes a strategy in collaboration with ACE, product teams and technical subject matter experts to grow product usage by connecting the Ansys solutions to a customer challenge or priority.
• Initiates and conducts sales presentations that clearly present the value of company’s products/services through metrics and proof points while tying to the customer’s needs and differentiating from the competition. ​ ​
• Forms relationships with business leaders and customer executives who can serve as business champions for Ansys.
• Coordinates sales effort as needed with marketing, account teams, sales management, accounting, legal and technical services groups globally​.
• Develop clear and effective written proposals/quotations for current and prospective customers​ that represent maximum value to the customer and fair price for ANSYS; ensuring that proposals address customer’s key issues, needs, and requirements.
• Alerts existing and prospective customers to new or improved products/services and relays customer feedback to product development staff.
• Facilitate complex contract negotiations and ROI-based proposals to achieve wins for both the customer and Ansys.
• Monitors customer satisfaction and communicates customer concerns to the full account team, sales management, and others who serve the customer. Communicate ANSYS’ commitment to the customer and actively manage customer expectations.
• Attends trade shows and conventions; schedules training and seminars to enhance new business opportunities within current and prospective customer base​.
• Completes administrative work including but not limit