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The Senior Account Manager “SAM” will increase new and existing business for Ansys in Malaysia territory by adapting ANSYS engineering simulation products and solutions into customers’ engineering environments and product development processes, ultimately helping customers develop new products and improve existing products and processes. The SAM is responsible for Malaysia territory all sales activities, from lead generation through close within an assigned Malaysia territory, and/or specified named accounts ,Channel Partners and is responsible for maximizing sales profitability, growth, and account penetration. Assigned accounts and Channel partners are reside within Malaysia territory. The SAM is responsible for achieving sales quota, new business growth targets and selling the entire Ansys solution and services directly to end users and also through channel partners.
A successful SAM creates and executes a strategy for assigned accounts, helping the customer understand the ongoing ROI from the Ansys solution. They maintain a deep pipeline of new business leading to consistent achievement of sales quota and growth targets.
Key Duties and Responsibilities
- Performs sales activities, establishes, develops and maintains business relationships with current and/or prospective customers
- Responsible for selling ANSYS solutions in a specified region through channel partners while exhibiting ANSYS Channel principles. Owns the sales plan for specified region.
- Maintain renewal business and generate new business for an assigned geographic area, set of named accounts/Channel partners or product/service line to achieve or exceed revenue objectives.
- Create and conduct 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 competition.
- Coach and motivate channel partner representatives to grow their Ansys selling skills.
- Establishes relationships with business leaders and customer executives who can serve as business champions for Ansys.
- Provide accurate and timely forecast. 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.
- Mediate channel partner requests and/or issues: customer pricing, 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.
- Act as a liaison between channel partners and ANSYS Business Units, Marketing, Legal, Finance, and Business Operations to ensure efficient workflows and problem solving.
- Research sources for developing prospective customers or expanding to new groups in existing customers and for information to determine their potential.
- Leverage trade shows and conventions; schedules training and seminars to enhance new business opportunities within current and prospective customer base.
- Maintain healthy pipeline to meet goals.
- Remain knowledgeable and keeps abreast of the company's new and existing products/services to facilitate sales efforts.
Minimum Education/Certification Requirements and Experience
- Bachelor’s degree in technical, engineering, business or related field with 4+ years successful sales, key accounts, and indirect channel account management experience in software industry OR 6+ years successful sales, key accounts, and indirect channel account management experience in software industry.
- Demonstrated success in technical sales positions.
- Works independently with managerial guidance as needed
- Ability to coordinate internal, Channel Partners and external ecosystems.
- Strong networking skills, ability to drive new contacts and maintain good business relationships
- Fluent in English and in the local languages of the Malaysia territory
- Ability to travel up to 20% (regional)
Preferred Qualifications and Skills
- Demonstrated knowledge of company's products/services and pricing practices.
- Demonstrated understanding of engineering analysis CAE, Simulation and PLM
- Knowledge of the Malaysia territory, product line, or customer(s) a plus
- Strong problem solving
- Strong communication and organizational skills
- Demonstrated executive presentation and persuasion skills
- Strong collaboration skills
