Senior Account Manager - Federal - REMOTE
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Requisition #: 15457Our Mission: Powering Innovation That Drives Human AdvancementWhen 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 PurposeThe 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 limited to quotation generation, order processing, delivery, acceptance inspection, NDA and other contract preparation.* Has a strong working knowledge of Salesforce and demonstrates high levels of sales hygiene (keeping opportunities accurately forecasted, up to date and well documented)* Remain knowledgeable of new and emerging trends in the customers eco-system and effectively conveys the benefit of Ansys products and solutions in addressing those new and emerging challenges.Minimum Education/Certification Requirements and Experience* Education & Years of Experience: Bachelor's degree in technical, engineering, business or related field with 6+ years of successful technical sales experience OR 8+ years of successful technical sales experience* 2+ years' experience as a senior account manager or supporting an enterprise account with a proven track record of success* Ability to hold or has an active TS SCI clearance* 8+ years of experience with the US national security and defense eco-system* Travel: up to 50%Preferred Qualifications and Skills* Comprehensive knowledge of company's products/services and pricing practices.* Demonstrated understanding of engineering analysis and technology .* Knowledge of the industry or customer(s) a plus* Demonstrated proficiency of sales fundamentals, independently executes 8 pillars* Excellent knowledge of competitors and account ecosystem* Works autonomously, proactive approach with managerial guidance as needed* Ability to navigate complex sales and customer issues with little guidance* Excellent problem solving* Excellent communication and organizational skills* Excellent executive presentation and persuasion skills* Ability to coordinate internal and external ecosystems.* Excellent networking and relationship management skills* Experience negotiating multi-year contracts* Strong strategic planning skills* Strong leadership and collaboration skillsAt 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 prosperOur 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 strongerOur Actions:* We commit to audacious goals* We work seamlessly as a team* We demonstrate mastery* We deliver outstanding resultsINCLUSION IS AT OUR COREWe 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 ANSYSAt 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 BEAnsys 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 atAnsys 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 . click apply for full job details