Senior Account Manager

4 days ago

Ras alKhaimah, Ra’s al Khaymah, United Arab Emirates Fluid Codes Full time
Fluid Codes is an Elite Channel Partner of Ansys in the Middle East and North Africa. Ansys is the global leader in engineering simulation, helping the world's most innovative companies deliver radically better products to their customers. By offering the best and broadest portfolio of engineering simulation software, Ansys helps companies solve the most complex design challenges and engineer products limited only by imagination.

Job Summary:

We are seeking a highly motivated and analytical Senior Account Manager to join our growing team. This is a critical role responsible for managing and nurturing long-term relationships with our top-tier, high-value clients. You will be the primary point of contact for our strategic accounts, ensuring that their needs are met while driving long-term business growth, achieving sales quota and establishing strong partnerships. The ideal candidate is a seasoned professional with expertise in strategic account management, solution-based selling, and creating value-driven partnerships.

Key Duties and Responsibilities:

- Own and manage a portfolio of key strategic accounts, ensuring high levels of satisfaction and long-term loyalty.
- Perform sales activities, establish, develop, and maintain business relationships with key customer stakeholders to maintain renewal business and generate new business to meet annual sales quota.
- Develop and execute account plans that align with the client's goals, challenges and business objectives.
- Proactively engage with clients to understand their evolving needs and offer tailored solutions.
- Establish customer's internal executive relationships, including the biases and concerns of individual decision makers and key influencers.
- Act as a trusted advisor, providing strategic insights and recommendations to improve client outcomes.
- Drive revenue growth within key accounts by identifying new opportunities, cross-selling, and upselling products and services.
- Facilitate multi-year deal contract negotiations and create ROI-based proposals as needed to achieve wins for both the customer and Ansys.
- Maintain a healthy pipeline to meet goals and accurately enter data into Salesforce.
- Collaborate with internal teams (e.g., sales, marketing, and product) to ensure effective delivery of solutions that meet client needs.
- Lead contract negotiations and renewals to secure profitable business agreements.
- Analyze account performance, track progress, and present results to senior leadership.
- Quickly address and resolve client issues, ensuring prompt and effective solutions to maintain high client satisfaction.
- Manage and track the sales pipeline, identifying opportunities for growth and ensuring a healthy balance across various stages.
- Utilize Salesforce reports and dashboards to monitor key sales metrics, identify trends, and generate insights to improve sales performance.

Qualifications:

- Bachelor's degree in technical, engineering, business or related field and 4+ years of experience.
- Background in Engineering or Technical Sales.
- Experience in Simulation Software Sales: Candidates with experience in selling simulation software (like Ansys) will be particularly valuable.
- Knowledge of Relevant Industries: Familiarity with industries that rely on simulation solutions (e.g., aerospace, automotive, oil and gas, manufacturing) is a significant plus.
- Experience with Strategic Accounts: A history of managing and growing large, strategic accounts in a B2B environment.
- Strong strategic planning skills.
- Exceeding Sales Targets: A proven track record of meeting or exceeding sales quotas, especially in competitive environments.
- Understanding of the Middle East Market: Experience in navigating the business landscape, cultural nuances, and customer expectations in the Middle East.
- Established Network: Existing relationships with decision-makers in target industries across the region would be an advantage.
- Relationship-Building Skills: The ability to develop strong, trust-based relationships with key clients and stakeholders.
- Problem-Solving Ability: Aptitude for providing value-driven solutions tailored to the clients' technical and business needs.
- Leadership Potential: Ability to mentor junior team members or take on leadership roles as the team grows.
- CRM Expertise: Proficiency in using CRM tools (e.g., Salesforce) for account management and sales pipeline tracking.
- Willingness to Travel: Ability to travel across the region for client meetings and industry events.
- Excellent communication and presentation skills, with the ability to deliver sales presentations effectively and coach others.

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