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Channel Development and Programs Manager

3 months ago

Bengaluru, Karnataka, India Ansys Full time

Requisition #:
14494

Our Mission:
Powering Innovation That Drives Human Advancement


When visionary companies need to know how their world-changing ideas will perform, they close the gap between design and reality with Ansys simulation.

For more than 50 years, Ansys software has enabled innovators across industries to push boundaries by using the predictive power of simulation.

From sustainable transportation to advanced semiconductors, from satellite systems to life-saving medical devices, the next great leaps in human advancement will be powered by Ansys.

Innovate With Ansys, Power Your Career.

Summary / Role PurposeThe primary function of this position is to achieve a sales plan for a specified region and help sustainably grow the Ansys business.

The objectives are accomplished by implementing the Ansys Partner Program, working closely with channel partners and ensuring they have the focus and commitment necessary to succeed.

Each sales entity (channel partners in this case) develops a business plan containing capacity, marketing activities, and investments to develop and grow key accounts.

This role also involves informing Ansys management of region-specific requirements and any issues/obstacles that may affect short/long-term performance.

Key Duties and ResponsibilitiesResponsible for selling Ansys products in a specified region through channel partners while exhibiting Ansys Sales Channel principles.

Will own the sales plan for all channel partners in region


Establish productive relationships with key partner personnel and ensure Ansys and Channel Partner priorities are alignedLead annual joint business planning and implementation, as well as quarterly business reviews for performance tracking and determining corrective actionsDrive awareness and adoption of channel programs, tools and resources – deal registration, certification, demand generation, incentives, 8Q New Business Rule, 4Q Inactive Accounts RuleProvide/coordinate the support, training and coaching required to increase partner skills, competency and commitment in sales, technical, marketing and order management sub-functionsAssist/support partners with pipeline development effort essential to driving sustainable and profitable growthProvide hands-on leadership and support for larger opportunities, and for other significant regional opportunities.

Gain access and manage relationships with senior-level customer executivesProvide accurate and timely forecast, including forward 3-quarter pipeline for all channel partners.

Review forecast and pipeline with channel partners regularlyTake ownership and ensure proper and timely resolution to partner issues and requests - customer pricing, discounting & special offers, channel conflicts, sales splits, customer concerns such as software performance issues, and assist in the development of tactical solution strategies.

Interface directly with customers to ensure satisfaction with Ansys solutionsDevelop relationships with new and existing Ansys Solution Partners for co-marketing for generating demand: hardware (HPE, nVidia, etc), software (Microsoft, etc), services, and academic partners.

Develop a positive Ansys image at all levels and serve as the ANSYS face to all partiesAssist ANSYS management in analyzing regional business trends, industries, competitors and market data to set market coverage strategy.

If needed, also assist with Go-To-Market model definition, number and types of partners needed to cover the market, channel recruitment, onboarding and developmentEnsure partners' compliance with channel programs and agreementsAnd other job-related duties may be assigned by management from time to timeMinimum Education/Certification Requirements and ExperienceBachelor's degree in the technical required


A minimum of 15-20 years of successful sales, key accounts, and indirect channel account management experience in the software industryExperience in negotiating sales contracts with key accounts.

Must be able to identify issues quickly, communicate to management, and recommend solutions.
Proven track record in managing indirect sales channels.
Strong analytical, planning, coaching and communication skills.
Travel 50%+ required.
At Ansys, we know that changing the world takes vision, skill, and each other. We fuel new ideas, build relationships, and help each other realize our greatest potential. We are ONE Ansys.

We operate on three key components:

the commitments to our stakeholders, the behaviors of how we work together, and the actions of how we deliver results.

Together as ONE Ansys, we are powering innovation that drives human advancement

Our Commitments:
Amaze with innovative products and solutionsMake our customers incredibly successfulAct with integrityEnsure employees thrive and shareholders prosper

Our Values:
Adaptability: Be open, welcome what's nextCourage: Be courageous, move forward passionatelyGenerosity: Be generous, share, listen, serveAuthenticity: Be you, make us stronger

Our Actions:

We commit to audacious goalsWe work seamlessly as a teamWe demonstrate masteryWe deliver outstanding resultsINCLUSION IS AT OUR COREWe believe diverse thinking leads to better outcomes.

We are committed to creating and nurturing a workplace that fuels this by welcoming people, no matter their background, identity, or experience, to a workplace where they are valued and where diversity, inclusion, equity, and belonging thrive.


WELCOME WHAT'S NEXT IN YOUR CAREER AT ANSYSAt 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 working with 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.

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 a lower cost.

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.

CREATING A PLACE WE'RE PROUD TO BEAnsys is an S&P 500 company and a member of the NASDAQ-100.

We are proud to have been recognized for the following more recent awards, although our list goes on:

Newsweek's Most Loved Workplace globally and in the , Gold Stevie Award Winner, America's Most Responsible Companies, Fast Company World Changing Ideas, Great Place to Work Certified (Belgium, China, Greece, France, India, Japan, Korea, Spain, Sweden, Taiwan, and ).