Strategic Account Manager

Strategic Manager Focus should be having knowledge of handling Enterprise level Accounts/Strategic Accounts/Key Accounts.

This position demands responsible for managing relationships with large enterprise customers, driving revenue and maximizing profits with Travel of around 50%.

Requirements

Key Responsibilities:

• Performs sales activities, establishes, develops and maintains business relationships with key customer stakeholders 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. 
  

• Building and maintaining strong, long-lasting customer relationships
  

• 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/regional account teams, product specialists, ACE, remote (direct/indirect) sites, business partners and other functions within ANSYS to ensure a synergistic, company wide 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 CRM.
  


• 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 existing products/services to facilitate sales efforts.
  


•  Negotiate and close agreements with customers
  


• Ensuring accurate sales forecasting and account planning
  

•  Preparing monthly, quarterly and annual sales forecasts
  


•  Liaise with Marketing and Technical departments and work as a team
  


• Analyzing market trends and competitors’ activities and formulating strategies to respond to these
  


• Ensuring the proper use of CRM database and tools to track performance
  

Bachelor’s in degree in technical, MBA is preferred

Experience:

10+ years of experience in Sales preferably in CAD/CAE/PLM/EDA/ERP Solutions      

·       4+ years experience as a senior/key/named account manager

• Demonstrated success in technical sales positions growing key accounts
  


• Strong ability to manage multiple opportunities and priorities while tracking progress
  


• Works autonomously, proactive approach with managerial guidance as needed
  


• Proven executive presentation and persuasion skills.
  


• Strong strategic planning skills
  


• Ability to navigate complex sales and customer issues with little guidance
  


• Strong networking skills, ability to drive new contacts and maintain good business relationships
  

Benefits