Senior Strategic Account Executive - FA&D - REMOTE

About the Role

Key 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 and replaces with Ansys software.
• Is an expert in their respective industry and can utilize knowledge and networks to identify programmatic opportunities that yield long term revenue growth.
• Identify and define solutions where Ansys offerings can be applied and delivered, with help from the account team and support functions.
• Collaborates with account teams, product specialists, ACE, remote sites, business partners, and other functions within Ansys to ensure a synergistic approach to the account.
• Facilitates regular touchpoint activities such as management review meetings, trainings, seminars, and info days to strengthen relationships with key account stakeholders.
• Documents customer's capabilities and metrics to demonstrate ROI and enhance sale profitability.
• Develops sales and technical partnerships to uncover, understand, and document key technical challenges and pain points.
• Establishes and utilizes executive champions within the customer to drive decision-making outcomes.
• Researches, analyzes, maintains, and disseminates information about accounts, including customer problems, goals, needs, competitors, and issues.
• Facilitates multiyear deal contract negotiations and creates ROI-based proposals.
• Maintains a healthy pipeline to meet goals and accurately enters data into Salesforce.
• Completes administrative work such as quotation generation, order processing, delivery, acceptance inspection, NDA, and other contract documents.
• Remains knowledgeable about the company's products and services to facilitate sales efforts.
• Coaches earlier career sales professionals and supports team success.

Requirements

• Bachelor's degree in technical, engineering, business, or related field and 8+ years of experience OR 10+ years of experience.
• Demonstrated success in technical sales positions growing key accounts into Enterprise accounts.
• 4+ years' experience as a senior/key/named account manager.
• Advanced ability to manage multiple opportunities and priorities while tracking progress.
• Works autonomously with a proactive approach and requires little supervision.
• Proven executive presentation and persuasion skills.
• Excellent long-term strategic planning skills.
• Ability to navigate complex sales and customer issues with no guidance.
• Excellent networking skills, ability to drive new contacts and maintain good business relationships.
• Demonstrated leadership and team-building skills.
• Ability to coach others on complex matters.
• Fluent in English and in the local language of the territory.
• Travel up to 50%.

Nice to Have

• Comprehensive 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).
• Proficiency in sales fundamentals and independently executing the 8 pillars.
• Ability to coach others on complex matters.

Qualifications

• Bachelor's degree in technical, engineering, business, or related field.
• 8+ years of experience in relevant sales roles or 10+ years of experience.
• 4+ years' experience managing key or enterprise accounts.