Job Type

Full-time

Description

The Director, Ansys Software Sales is primarily responsible for meeting sales and above-average company growth targets, while developing Organizational Sales Best Practices and Selling Skills for the Sales Team. In order to guide the Territory Sales Teams, the successful Software Sales Director must understand the typical customer's environment, eco-system, business priorities, and business challenges to align simulation-based solutions that generate a measurable and impactful business outcome for the customer. The role will require collaboration with internal teammates and with our Ansys Partner team. Expectations for a successful Software Sales Director would typically include performing the duties and responsibilities outlined below.

Office Type: Tempe (HQ) or Remote Home Office (if Applicable)

Location (State/Metro): Arizona, SoCal or NorCal Metro Area preferred

Travel Expectations: Ability to travel up to 50% of the time

Essential Duties and Responsibilities include the following. Other duties may be assigned.

• As the Software Sales Director, set the pace for team member activity - customer meetings, on sites, prospecting and subsequent accountability. Additionally, create a culture of urgency amongst Sales Team members for these activities and New Logo results.
• In the Sales Director role, execute best practices and maintain accountability from the assigned Team on the following - Quota GAP analysis, Pipeline Development and Pipeline Management (e.g. each sales rep maintaining a minimum 3x Pipeline). Includes leading standardized, efficient and directive Forecast Calls to set proper weekly activity expectations.
• Provide collaboration on the team's New Logo prospecting and sales strategies to maximize the revenue results while setting the future potential to grow via the ground game execution.
• Frequent (daily / weekly) data updates into the PADT CRM instance (and Ansys CRM as required) to maintain sales records, accurately forecast sales revenues (New Business and Renewal) and prepare Territory and Account sales reports as requested.
• In support of Sales Operations, collaborate with the sales team on standardized and productive Quarterly QBRs, Territory and Account Plans.
• Using Data analytics, work with Executive Sales Management to develop and implement annual Compensation Plans, educated Territory Expansion Plans, and structured Performance Improvement Plans.
• Evaluate the internal Sales Rep Territory structure to suggest the optimal mix of Account distribution amongst current or future sales talent (e.g. - tiered sales team, regulated account bases - territory account development, territory account manager, strategic account manager).
• In collaboration with territory sales reps, and internal technical resources, identify customer and prospect problems, key business initiatives and create clearly communicated ROI-based proposals and quotes aligned to customer initiatives and business outcomes.
• Facilitates contract negotiations to achieve a win for both parties.
• Remain knowledgeable and abreast of PADT's new, and existing products & services to alert customers to improved capabilities, facilitating opportunity generation.
• Coordinate a variety of team sales efforts with Sales Management, Accounting, Engineering Services and Marketing teams, to include supporting trade shows and conventions, plus schedule training and seminars to enhance new business opportunities.

Requirements

The requirements listed below are representative of the knowledge, skill, and/or ability required. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

Education/Experience:

• Bachelor's degree in an engineering discipline or, bachelor's degree with technical sales experience.
• Minimum of 5 years software license and renewal sales experience with a proven track record of success; including at least 2 years as a Senior/Key/Named Account Manager.
• Military experience is welcomed.

Minimum Qualifications:

• Demonstrated exceptional understanding of the industrial product development process, CAD, Design Analysis, PLM or Engineering Simulation market spaces.
• Proficiency in Microsoft Office Suite.
• Excellent written and oral communication skills. Visual presentation capabilities (including for executive level), organizational skills and the ability to work independently and collaboratively.
• Proficient in the following competencies: building trusting relationships, business and financial acumen, high impact communication, marshaling resources, growing and advancing opportunities, devising sales approaches and solutions, initiating action, active learning, adaptability, sustaining customer satisfaction, sales opportunity analysis.
• Demonstrated ability to work collaboratively with OEM Partners, manage and grow customer relationships across a geographically diverse account base.
• Prior success growing company revenue.

Preferred Qualifications:

• Demonstrated deep knowledge of Simulation (Ansys) products/services, and software pricing practices.
• Track record of closing significant innovative business transactions at major multi-national industrial companies (Automotive, Aerospace & Defense, and High Tech).
• 10 years of field sales experience is preferable.

This role requires access to U.S. export-controlled information. Therefore, for applicants who are not asylees, refugees, lawful permanent residents or U.S. Citizens (i.e., not a protected individual under the Immigration and Naturalization Act, 8 U.S.C. 1324b(a)(3), otherwise known as a U.S. Person), final offers will be contingent on the ability to obtain authorization for access to U.S. export-controlled information from the U.S. Government.