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Requisition #:15457 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 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

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). ThesuccessfulSAMunderstands 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 executiveswho can serve as champions for ANSYS. Maintain renewal business andgenerates new business for an assigned geographic area or set ofnamedaccounts to achieve or exceed revenueobjectives. 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'sproducts/services through metrics and proof points while tying to the customer's needsand differentiating from the competition. Forms relationships with business leaders and customer executives who can serve as business champions for Ansys. Coordinatessales effort as needed with marketing,account teams, sales management,accounting,legaland technical services groupsglobally. Develop clear and effective written proposals/quotations for current and prospectivecustomers that represent maximum value to the customer and fairprice for ANSYS; ensuring that proposals address customer's key issues, needs, andrequirements. 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 boththe 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. Attendstrade shows and convent ons; schedules training and seminars to enhancenew business opportunitieswithin current and prospective customerbase. 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 with6+ years of successful technical sales experienceOR8+ 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 andtechnology. 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 Excellentexecutive presentation and persuasion skills