Software Sales Director, Software Sales

About the role

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.

Responsibilities

• Set the pace for team member activity – customer meetings, on sites, prospecting and subsequent accountability.
• Create a culture of urgency amongst Sales Team members for these activities and New Logo results.
• 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).
• Lead 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.
• Cook up a storm 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

• 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.