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Phoenix Analysis And Design Technologies

Description:

Summary: The Enterprise Account Manager (“EAM”) is primarily responsible for meeting sales and above average company growth targets and developing and executing upon a multi-year vision for executive level partnership engagement that generates a 2-4X revenue growth potential within a select set of PADT customers. The Enterprise Accounts are the largest global accounts at PADT with high expectations of customer engagement, collaboration, executive sponsorship, and growth. The successful EAM must understand customer environment, the customer’s eco-system, business priorities, and business challenges to align a simulation-based solution that generates a measurable and impactful business outcome for the customer. The EAM must gain executive level sponsorship, purchase commitment, and manage the ongoing business relationship with the customer.

This is a remote position if candidate is located outside of Arizona. For those in Arizona the position is hybrid.

Essential Duties and Responsibilities To perform this job successfully, an individual must be able to perform each essential function satisfactorily. The functions listed below are representative of what is required. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions. Other duties may be assigned.

  • Establishes a long-term global account plan, with buy-in from senior levels of PADT and OEM partner organization
  • Knows the customer and its ecosystem
  • Understands customer’s internal relationships, including the biases and concerns of individual decision makers and key influencers
  • Develops exceptional knowledge of competitors
  • Identifies customer’s problems, key business initiatives and creates ROI-based proposals aligned to initiatives and generating business outcomes for customer
  • Develops approach and business case (including required investments) to deliver sustainable growth
  • Defines full potential of the account and ties this information into revenue expectations and resource planning, specifically the share of wallet that PADT should expect across all relevant lines of business
  • Creates roadmap to drive significant penetration across all applicable PADT and OEM partner product lines
  • Monitors customer satisfaction and communicate customer concerns to account team, sales management, BUs and to others who serve the customer; communicate PADT and OEM partner commitment to the customer and manage customer expectations
  • Establishes relationships with customer executives who can serve as business champions for PADT and OEM partner
  • Collaborates globally with account teams, product specialists, other functions within PADT and OEM partner, remote (direct/indirect) sites, and business partners to ensure a synergistic, companywide approach to the account
  • Facilitates contract negotiations to achieve a win for both sides
  • Leads executive sponsorship programs including Management Review Board (MRB) process
  • Participates in all relevant Technical Review Board (TRB) sessions in conjunction with PADT Technical Leaders
  • Leads Customer Advisory Board process
  • Remains knowledgeable and keeps abreast of PADT and OEM partner new and existing products/services

Requirements:

Qualifications:

The requirements listed below are representative of the knowledge, skill, and/or ability required.

Minimum Qualifications:

  • Bachelor’s degree in an engineering discipline or bachelor’s degree with technical sales experience
  • Minimum 5 years’ sales experience, at least 2 years as a senior/key/named account manager, with a proven track record of success
  • Demonstrated basic understanding of PLM, CAD, or the engineering simulation space
  • Excellent communication (including at executive level), organizational skills and the ability to work collaboratively
  • Ability to work collaboratively across a globally diverse account base
  • Ability to travel up to 50%
  • Demonstrated basic understanding of industrial product development process, PLM and/or engineering simulation.

Preferred Qualifications:

  • Proficient in the following competencies: Building Trusting Relationships, Business and Financial Acumen, High Impact Communication, Marshalling Resources, Expanding and Advancing Opportunities, Devising Sales Approaches and Solutions, Initiating Action, Active Learning, Adaptability, Sustaining Customer Satisfaction, Sales Opportunity Analysis
  • 10 years’ field sales experience is preferable
  • Demonstrated knowledge of Simulation (Ansys) products/services, and pricing practices
  • Military experience preferred
  • Track record of closing significant and innovative business at major multi-national industrial companies (Automotive, Aerospace & Defense, and High Tech)
  • Track record of working within the DoD ecosystem including DARPA, IRAPA, OSD, DMEA, DLA, and the DOD R&D Labs to win critical programs
  • Demonstrated knowledge of the various US Government contracting vehicles requirements including BOA’s, IDIQ’s, and OTA’s
  • Demonstrated knowledge and understanding of US Government procurement regulations including FARs, DFARs, and DEARs

This position includes a base salary of $100-150k, car allowance, commission and bonuses.

PM20

PI210741407

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