Channel Development and Programs Manager

4 days ago

Chennai, Tamil Nadu, India timesjobs Full time
#

Job Title: Channel Development and Programs Manager - India

Date: May 28, 2024

Location: Bengaluru, KA, IN,

Noida, UP, IN,
Hyderabad, TG, IN,
Chennai, TN, IN,
Pune, MH, IN,

Company: Ansys

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 Purpose


The 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 Responsibilities

  • Responsible 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 the region
  • Establish productive relationships with key partner personnel and ensure Ansys and Channel Partner priorities are aligned
  • Lead annual joint business planning and implementation, as well as quarterly business reviews for performance tracking and determining corrective actions
  • Drive awareness and adoption of channel programs, tools, and resources deal registration, certification, demand generation, incentives, 8Q New Business Rule, 4Q Inactive Accounts Rule
  • Provide/coordinate the support, training, and coaching required to increase partner skills, competency, and commitment in sales, technical, marketing, and order management subfunctions
  • Assist/support partners with pipeline development effort essential to driving sustainable and profitable growth
  • Provide handson leadership and support for larger opportunities, and for other significant regional opportunities. Gain access and manage relationships with seniorlevel customer executives
  • Provide accurate and timely forecast, including forward 3quarter pipeline for all channel partners. Review forecast and pipeline with channel partners regularly
  • Take 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 solutions
  • Develop relationships with new and existing Ansys Solution Partners for comarketing 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 parties
  • Assist ANSYS management in analyzing regional business trends, industries, competitors, and market data to set market coverage strategy. If needed, also assist with Go-ToMarket model definition, the number and types of partners needed to cover the market, channel recruitment, onboarding, and development
  • Ensure partners compliance with channel programs and agreements
  • And other jobrelated duties may be assigned by management from time to time

Minimum Education/Certification Requirements and Experience

  • Bachelors degree in technical required
  • A minimum of 1520 years of successful sales, key accounts, and indirect channel account management experience in the software industry
  • Experience 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 PERCENT 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.

For more information, please visit us at [])

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.

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