Enterprise Account Manager, Aerospace & Defense
Logistics, Sales & Operations · Sales & Business Development · Sales Management · Enterprise Sales
In short
Synopsys is seeking an Enterprise Account Manager for Aerospace & Defense to manage and grow key accounts on the West Coast. This role requires a technical background, extensive sales experience in the A&D sector, and the ability to build executive relationships and lead complex contract negotiations.
Responsibilities
- Own and grow a portfolio of tier-one aerospace and defense accounts on the West Coast, driving both renewal business and net-new expansion across Synopsys simulation and analysis solutions
- Build and maintain executive relationships with engineering leaders, program managers, and procurement teams across leading aerospace and defense organizations
- Coordinate with a distributed team of global account managers, enterprise resource managers, field applications engineers, and product specialists to deliver a unified customer experience
- Lead multi-year contract negotiations, working through complex procurement cycles, compliance requirements, and ROI-based business cases
- Develop account plans that map to customer program timelines, competitive threats, and long-term technology roadmaps
- Travel 30 to 40 percent of the time, mostly domestic, to customer sites across the West Coast and occasionally to other U.S. regions
- Maintain accurate pipeline forecasting and account data in Salesforce, ensuring visibility for leadership and alignment across the broader sales organization
Requirements
- Bachelor's degree in engineering, computer science, physics, or a related technical field
- 5 to 8 years of sales experience, with at least a few of those years selling software or technical solutions into aerospace and defense accounts
- Direct experience selling to tier-one A&D companies
- Proven ability to manage complex, multi-stakeholder sales cycles involving engineering, program management, procurement, and executive decision-makers
- Comfort working in Salesforce or similar CRM tools to manage pipeline, forecast accurately, and report on account health
- Willingness to travel regularly within the West Coast region and occasionally beyond
Desired Qualifications
- Familiarity with simulation and analysis software markets is a strong plus, especially if you have sold against or alongside competitors like Siemens, Ansys, or Altair
- You can walk into a room with a structural engineer and a program manager and speak to both of them in language that resonates, without losing technical credibility or business context
- Team selling comes naturally to you
- Organized enough to juggle multiple accounts, each with its own timeline, stakeholders, and internal politics, without dropping threads or missing follow-ups
- Push back when something does not make sense
- Understand that defense customers move slowly for a reason, and you have the patience and persistence to stay engaged through long cycles without losing momentum
- Comfortable being remote but not isolated, stay connected to your team, show up for calls, and make sure people know what is happening in your accounts
Benefits
- Comprehensive range of health, wellness, and financial benefits
- Total rewards include both monetary and non-monetary offerings
- May be eligible for an annual bonus, equity, and other discretionary bonuses
- Competitive total rewards package
#aerospace#defense#sales#account management#simulation#analysis
Company
Synopsys Inc
Job Posted
2 weeks ago
Employment Type
Full Time
WorkMode
Remote
Experience Level
Senior
Locations
United States
Qualification
Bachelor
Applicants
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