Senior Enterprise Account Executive - Aerospace & Defense

 Requisition #: 16858 

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 Enterprise Account Executive “SEAE” is responsible for developing and executing upon a multi-year vision for executive level partnership and engagement with their assigned account to sustain high revenue targets and generate double digit ACV growth. Enterprise Accounts are the largest accounts at ANSYS with high expectations of sustainable customer engagement, collaboration, executive sponsorship, and growth. The SEAE, is an expert account manager that serves as the team lead for high-value and complex global enterprise accounts. They are responsible for achieving and exceeding sales quota, driving the global business relationship with the customer and leading collaboration with internal and external partners to create a seamless customer experience. As a senior member of the team, the SEAE may be called upon to mentor junior team members, is relied upon to provide accurate forecasting and contribute to the broader success of the team.

The successful SEAE has an advanced understanding of their customer’s environment, the customer’s customer/eco-system, customer’s business priorities, and customer’s business challenges. They collaborate effectively, providing leadership to internal and external partners and have a comprehensive understanding of Ansys’ product portfolio. They are able to align ANSYS based solutions that generate measurable and impactful business outcomes for the customer. The SEAE gains executive level sponsorship (with customer and inside of ANSYS), purchase commitment and manage the ongoing business relationship with the customer leading to consistent multi-year renewals and overall account growth.

Key Duties and Responsibilities
• Establishes and maintains a long-term global account plan, with buy-in from senior levels of ANSYS organization. Defines the long-term full potential of the account.
• Performs sales activities, establishes, develops and maintains business relationships with executives who can serve as business champions for ANSYS.
• Maintain renewal business and generate new business to meet/exceed sales quota.
• Leads global collaboration with account teams, product specialists, ACE, remote sites, business partners and other functions within ANSYS to ensure a synergistic, companywide approach to the account.
• Develops approach and business case (including required investments) to deliver sustainable growth.
• Creates a global vision and executes roadmap to drive significant penetration across all applicable product lines.
• Understand how business is different in various countries and cultures. Prepare messaging and communication to align with cultural awareness. 
• Leads Customer Advisory Board process, executive sponsorship programs and facilitatesregular touchpoint activities such as management review meetings (MRMs), trainings, seminars, and info days to strengthen relationships with key account stakeholders. Ansys, Inc. is an Equal Opportunity Employer. 
• Monitors customer satisfaction and communicates customer concerns to the fullaccount team, sales management, and others who serve the customer. Communicate ANSYS’ commitment to the customer and actively manage customer expectations.
• Research, analyze, maintain, and disseminate information about accounts; Knows the customer and its ecosystem, is well versed in the customer’s problems, KBIs, goals, needs, competitors and issues. 
• Understands customer’s internal relationships, including the biases and concerns of individual decision makers and key influencers. 
• Facilitate multiyear deal contract negotiations and ROI-based proposals to achieve wins for both the customer and Ansys. 
• Maintains healthy pipeline to meet goals and accurately enters data into Salesforce.
• Completes administrative work including but not limited to quotation generation, order processing, delivery, acceptance inspection, NDA and other contract preparation.
• Remains knowledgeable and keeps abreast of ANSYS new and existing products/service pipeline to meet goals.

Minimum Education/Certification Requirements and Experience
• Education & Years of Experience: Bachelor’s degree in technical, engineering, business or related field with 8+ years of successful technical sales experience OR 10+ years of successful technical sales experience 
• 2+ years’ experience leading an enterprise account with a proven track record of success
• Ability to navigate complex sales and customer issues with no guidance
• Ability to coordinate internal and external ecosystems.
• Cultural awareness and knowledge of how business is different in different cultures
• Strong leadership and collaboration skills 
• Experience negotiating multi-year contracts independently
• Exceptional knowledge of competitors and account ecosystem
• Strong strategic planning skills
• Ability to coach others 
• Fluent in English and in the local language of the territory
• Travel: up to 50%

Preferred Qualifications and Skills
• Comprehensive knowledge of company's products/services and pricing practices.
• Demonstrated proficiency of engineering analysis and technology.
• Demonstrated knowledge of the industry or customer(s) 
• Advanced proficiency of sales fundamentals, independently executes 8 pillars 
• Excellent problem solving
• Excellent communication and organizational skills
• Superior executive presentation and persuasion skills
• Excellent networking and relationship management skills
• Strong strategic planning and accurate forecasting skills

At 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: our commitments to stakeholders, our values that guide how we work together, and our actions to deliver results. 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 prosper

Our 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 stronger

Our Actions:

• We commit to audacious goals
• We work seamlessly as a team
• We demonstrate mastery
• We deliver outstanding results

VALUES IN ACTION

Ansys is committed to powering the people who power human advancement. We believe in creating and nurturing a workplace that supports and welcomes people of all backgrounds; encouraging them to bring their talents and experience to a workplace where they are valued and can thrive.  

Our culture is grounded in our four core values of adaptability, courage, generosity, and authenticity. Through our behaviors and actions, these values foster higher team performance and greater innovation for our customers.  

We’re proud to offer programs, available to all employees, to further impact innovation and business outcomes, such as employee networks and learning communities that inform solutions for our globally minded customer base. 

WELCOME WHAT’S NEXT IN YOUR CAREER AT ANSYS

At 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. Ready to feel inspired? Check out some of our recent customer stories, here and here.

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 BE 
Ansys 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 (China, Greece, France, India, Japan, Korea, Spain, Sweden, Taiwan, and U.K.).

 
For more information, please visit us at www.ansys.com
 

Ansys 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, and any unsolicited referral will become the property of Ansys. Upon hire, no fee will be owed to the agency, person, or entity.