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Senior Channel Development Manager

Company: ANSYS
Location: Chicago
Posted on: July 22, 2021

Job Description:

Ansys is the global leader in engineering simulation. We empower the world's most innovative companies to deliver transformational products to their customers. By offering the best and broadest portfolio of engineering simulation software solutions, we help our customers solve the most complex design challenges and engineer products limited only by imagination. Whether you are a software developer, product engineer, sales team member, or part of our corporate team, at Ansys we know that by embracing what makes us each unique, we become collectively better.

SUMMARY

The Sr. Channel Development Manager is responsible to achieve sales plan for a specified region and help grow ANSYS business in a sustainable way. The successful Sr. Channel Development Manager willimplement the ANSYS Partner Program and work closely with channel partners, ensuring they have the focus and commitment necessary to succeed. The Sr. Channel Development Manager is required to assess the market potential and recruit more Channel partners ( Tier 1 or 2) thus ensuring Solution and geographic coverage. This role is also responsible for informing ANSYS management ofregion-specificrequirements, competition activities, issues or obstacles that may affect short- and long-term performance.

RESPONSIBILITIES

  • Responsible to enable channel partners in specified region selling ANSYS productswhileexhibiting ANSYS Sales Channel principles. Will own the sales plan for all channelpartners in a specified region.
  • Establish productive relationships with key partner personnel and ensure ANSYS andChannel Partner priorities are aligned.
  • Lead annual joint business planning and implementation, as well as quarterly businessreviews for performance tracking and determining corrective actions.
  • Drive awareness and adoption of channel programs, tools, and resources - dealregistration, certification, demand generation, incentives, 8Q New Business Rule, 4QInactive Accounts Rule
  • Provide / coordinate the support, training and coaching required to increase partnerskills, competency, and commitment in sales, technical, marketing and ordermanagement sub functions.
  • Assist / support partners with pipeline development effort essential to drivingsustainable and profitable growth.
  • Provide hands-on leadership and support for larger opportunities, and for othersignificant regional opportunities. Gain access and manage relationships with seniorlevel customer executives.
  • Provide accurate and timely forecast, including forward 3 quarter pipelines for all channelpartners. Review forecast and pipeline with channel partners on a regular basis.
  • Take ownership and ensure proper and timely resolution to partner issues and requests- customer pricing, discounting & special offers, channel conflicts, sales splits, customerconcerns such as software performance issues, and assist in development of tacticalsolution strategies. Interface directly with customers to ensure satisfaction with ANSYSsolutions.
  • Develop relationships with new and existing ANSYS Solution Partners for co-marketingfor generating demand: hardware (HPE, nVidia , etc.), software (Microsoft, etc.),services, and academic partners. Develop positive ANSYS image at all levels and serve asthe ANSYS face to all parties.
  • Assist ANSYS management in analyzing regional business trends, industries, competitorsand market data to set market coverage strategy. If needed, also provide assistance withGo-To-Market model definition, number and types of partnered needed to cover themarket, channel recruitment, onboarding and development.
  • Ensure partners' compliance with channel programs and agreements.


MINIMUM QUALIFICATIONS
  • Education & Years of Experience: Bachelor's degree in technical, engineering, business or related field with 6+ years successful sales experience in key accounts, and indirect channel account management experience in softwareindustry OR 10+ years of successful sales experience in key accounts, and indirect channel account management experience in softwareindustry.
  • Experience in negotiating sales contracts with key accounts.
  • Must be able to quickly identify issues, communicate to management, and recommend solutions.
  • Proven track record in managing indirect sales channels.
  • Strong analytical, planning, coaching and communication skills.
  • Travelup to 50%


PREFERRED QUALIFICATIONS
  • Bachelors and MBA preferred
  • Strong sales and business acumen


ALIGNING YOUR VALUES TO OUR SOLUTIONS
At Ansys, our diverse, collaborative teams give us the strength and insight to solve the world's most challenging engineering problems. Our ONE Ansys culture has at its core:
  • Customer Focus
  • Results and Accountability
  • Innovation
  • Transparency and Integrity
  • Mastery
  • Inclusiveness
  • Sense of Urgency
  • Collaboration and Teamwork


ENGINEERING YOUR CAREER AT ANSYS
At Ansys, you will find yourself among the sharpest minds and most visionary leaders across the globe. Collectively we strive to change the world with innovative technology and transformational solutions. With a prestigious reputation in servicing well-known, world-class companies, standards at Ansys are high - met by those willing to rise to the occasion and meet those challenges head-on. At Ansys, it's about the learning, the discovery and the collaboration. It's about the "what's next" as much as the "mission accomplished." And it's about the melding of disciplined intellect with strategic direction and results that have, can and do impact real people in real ways. All this is forged within a working environment built on respect, autonomy and ethics.

At Ansys, you will find yourself among those eager to drive the world towards the next best thing with hands planted firmly on the wheel. Our team is passionate about pushing the limits of world-class simulation technology, empowering our customers to turn their design concepts into successful, innovative products faster and at lower cost. As a measure of our success in attaining these goals, Ansys has been recognized as one of the world's most innovative companies by prestigious publications such as Bloomberg Businessweek and FORTUNE magazines.

Ansys is an S&P 500 company and a member of the NASDAQ-100. We are proud to have been recognized for the following awards: Bay Area Best Places to Work, a Pillar World Awards Gold Winner, Fast Company Best Places to Work for Innovators, a Gold Stevie Award for Great Employers, the FORTUNE Future 50, a DCA Silver Winner, an R&D100 Finalist, a 20% by 2020 Women on Boards winner, a 2020 Pittsburgh Tech 50 - finalist, and America's Most Responsible Companies.

For more information, please visit us at www.ansys.com

We are committed to creating a culture of inclusion and belonging where everyone thrives as ONE Ansys team.

Ansys is an Equal Opportunity Employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, veteran status, and other protected characteristics.

Ansys does not accept unsolicited referrals for vacancies, and any unsolicited referral will become the property of Ansys. Upon hire, no fee will be owed to the agency, person, or entity.

Nearest Major Market: Ann Arbor
Nearest Secondary Market: Detroit

Keywords: ANSYS, Chicago , Senior Channel Development Manager, Other , Chicago, Illinois

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