Enterprise Account Manager, Software Sales

Phoenix Analysis And Design Technologies•Torrance, CA

10h

About The Position

The Enterprise Account Manager ("EAM") is primarily responsible for meeting sales and above average company growth targets, while developing and executing upon a multi-year vision for executive level partnership within a very select set of PADT accounts (Tier A). 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 the customer’s environment, 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. The role will require collaboration with internal teammates and with our OEM Partner team. Expectations for a successful Enterprise Account Manager would typically include performing the duties and responsibilities outlined below. Essential Duties and Responsibilities include the following. Other duties may be assigned. Perform sales activities for new and renewal business into assigned Enterprise Accounts (Tier A), to achieve or exceed assigned revenue objectives. Establish, develop, and maintain “win-win” business relationships with current and prospective customers to generate new software business for PADT and ensure customer satisfaction. As a result, account plans for these select existing customers will highlight growth opportunities and tactics to be followed up on as long-term global account plans, with buy-in from senior levels of PADT and OEM partner organizations. 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, (including required investments) to deliver sustainable growth across all applicable PADT and OEM partner product lines. 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 drive significant penetration into the account. Deeply understands the customer, its ecosystem and their competitors. Must navigate internal relationships, including the biases and concerns of individual decision makers and key influencers. Establishes relationships with customer executives who can serve as business champions for PADT and OEM partners. Leads executive sponsorship programs including Management Review Board (MRB) and Customer Advisory Board processes. Participates in all relevant Technical Review Board (TRB) sessions in conjunction with PADT Technical Leaders. Monitors customer satisfaction and communicates 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. In collaboration with internal technical resources, identifies customer's problems, key business initiatives and creates clearly communicated ROI-based proposals and quotes aligned to customer initiatives and business outcomes. Facilitates contract negotiations to achieve a win for both parties. Execute a regular schedule of contact with customers and prospects via phone, or face-to-face on-site visits in travel throughout assigned Accounts. 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 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. Frequent data updates into the PADT Salesforce instance (and OEM partner Salesforce as required) to maintain sales records, accurately forecast sales revenues (New Business and Renewal) and prepare Territory and Account sales reports as requested.

Requirements

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.
Demonstrated exceptional understanding of the industrial product development process, CAD, Design Analysis, PLM or Engineering Simulation marketspaces.
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, marshalling 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.

Nice To Haves

Demonstrated deep knowledge of Simulation 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.

Responsibilities

Perform sales activities for new and renewal business into assigned Enterprise Accounts (Tier A), to achieve or exceed assigned revenue objectives.
Establish, develop, and maintain “win-win” business relationships with current and prospective customers to generate new software business for PADT and ensure customer satisfaction.
Account plans for these select existing customers will highlight growth opportunities and tactics to be followed up on as long-term global account plans, with buy-in from senior levels of PADT and OEM partner organizations.
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, (including required investments) to deliver sustainable growth across all applicable PADT and OEM partner product lines.
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 drive significant penetration into the account.
Deeply understands the customer, its ecosystem and their competitors.
Must navigate internal relationships, including the biases and concerns of individual decision makers and key influencers.
Establishes relationships with customer executives who can serve as business champions for PADT and OEM partners.
Leads executive sponsorship programs including Management Review Board (MRB) and Customer Advisory Board processes.
Participates in all relevant Technical Review Board (TRB) sessions in conjunction with PADT Technical Leaders.
Monitors customer satisfaction and communicates 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.
Identifies customer's problems, key business initiatives and creates clearly communicated ROI-based proposals and quotes aligned to customer initiatives and business outcomes.
Facilitates contract negotiations to achieve a win for both parties.
Execute a regular schedule of contact with customers and prospects via phone, or face-to-face on-site visits in travel throughout assigned Accounts.
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 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.
Frequent data updates into the PADT Salesforce instance (and OEM partner Salesforce as required) to maintain sales records, accurately forecast sales revenues (New Business and Renewal) and prepare Territory and Account sales reports as requested.