Key Duties and Responsibilities

· Performs sales activities, establishes, develops, and maintains business relationships with key customer stakeholders to maintain renewal business and generate new business to meet annual sales quota.

· Understands how the competition is presenting their value proposition and replace with Ansys software.

· Is an expert in their respective industry and can utilize knowledge and networks to identify programmatic opportunities that yield long term revenue growth.

· Identify and define solutions where ANSYS offerings can be applied and delivered (with help from account team and support functions) compelling customer presentations in coordination with technical team to enhance new business opportunities .

· Collaborates as needed with account teams, product specialists, ACE, remote (direct/indirect) sites, business partners and other functions within ANSYS to ensure a synergistic 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, analyze, maintain, and disseminate information about accounts; be well versed in the customer’s problems, KBIs, goals, needs, competitors and issues.

• 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 Salesforce.

· Completes administrative work including but not limited to quotation generation, order processing, delivery, acceptance inspection, NDA, and other contract document preparation.

· Remain knowledgeable and keep abreast of the company's new and existing products/services to facilitate sales efforts.

· Coaches earlier career sales professionals and often supports the success of the team