Business Title: Senior Channel Account Manager (m/f)
Reports To: Regional Sales Director
The primary function of this position is to achieve sales plan for a specified region and help grow ANSYS business in a sustainable way. The objectives are accomplished by implementing the ANSYS Partner Program, working closely with channel partners and ensuring they have the focus and commitment necessary to succeed. Each sales entity (channel partners in this case) develops a business plan containing capacity, marketing activities, and investments to develop and grow key accounts. This role is also responsible for informing ANSYS management of region specific requirements and any issues / obstacles that may affect short / long term performance.
Responsible for selling ANSYS solutions in a specified region through channel partners while exhibiting ANSYS Channel principles. Will own the sales plan for specified region
Provide hands-on leadership for sales opportunities in key accounts, top tier universities and research labs, and for other significant regional opportunities. Gain access and manage relationships with senior level customer executives
Make joint customer visits, coach channel partner reps and sales managers, and ensure sales, technical and principal trainings and certifications are performed in a timely manner
Provide accurate and timely forecast, including forecast dashboard and forward 3 quarters pipeline. Review forecast and pipeline with channel partners on a regular basis
Ensure successful implementation of ANSYS Partner Program, including marketing programs, to achieve success and effectively manage and develop the region for future growth
Review channel partner scorecard every six months, highlight successes and improvement areas, and working collaboratively with channel partner principals plan and execute corrective actions
Mediate channel partner requests and/or issues: customer pricing and discounting, special offerings, customer concerns such as software performance issues, and assist in development of tactical solution strategies. Interface directly with customers to ensure satisfaction with ANSYS solutions
Assist ANSYS regional sales leader in analyzing regional business trends, industries, competitors and market data to set market coverage strategy. If needed, also provide assistance with Go-To-Market model definition, channel recruitment, onboarding and development
Provide field support to product specialists for specialty products Esterel, Apache, etc.
Coordinate with other regional sales managers (and sales reps) on cross regional sales opportunities. Coordinate visits of high level ANSYS personnel to the specified region
Develop relationships with new and existing ANSYS Business Partners: hardware, software, services, and academic partners. Develop positive ANSYS image at all levels and serve as the ANSYS face to all parties, including industry media
Act as a liaison between channel partners and ANSYS Business Units, Marketing, Legal, Finance, and Business Operations to ensure efficient work flows and problem solving
Be channel partners champion within ANSYS, Inc
And other job related duties may be assigned by management from time to time
JOB MINIMUM REQUIREMENTS AND QUALIFICATIONS
University degree in technical or business discipline required
Strong technical understanding
A minimum of 10 years successful sales, key accounts and especially indirect channel account management experience in the software industry
Experienced in negotiating sales contracts with key accounts
Must be able to quickly identify issues, communicate to management and recommend solutions
Proven track record in managing indirect sales channels and in this context experienced in managing channel conflict
Strong analytical, planning & coaching skills as well as conflict managing and communication skills
Strong management personality which leads by example
Used to work across organizations and to achieve and exceed goals in collaboration with other account manager, especially when not being the direct leader
Strong sales and business acumen
Gifted business and growth manager
Demonstrated awareness and understanding of engineering design processes, and of how PLM / simulation tools are deployed in manufacturing and process industries
ABOUT ANSYS, INC.
If you've ever seen a rocket launch, flown on an airplane, driven a car, used a computer, touched a mobile device, crossed a bridge, or put on wearable technology, chances are you've used a product where ANSYS software played a critical role in its creation. ANSYS is the global leader in engineering simulation. We help the world's most innovative companies deliver radically better products to their customers. By offering the best and broadest portfolio of engineering simulation software, we help them solve the most complex design challenges and engineer products limited only by imagination. Join our nearly 3000 professionals in more than 75 strategic locations around the world in making a difference in the world of engineering simulation and product development. Visit www.ansys.com for more information.