Sales Account Management, Principal

You will work as a Sales Account Management, Principal at Synopsys, driving growth in aerospace and defense accounts on the West Coast. You will own and grow a portfolio of tier-one aerospace and defense accounts, building executive relationships, coordinating with a distributed team, and leading multi-year contract negotiations.

Key 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

The Impact You Will Have:

• Drive double-digit growth in annual contract value across some of the largest aerospace and defense programs in the country
• Expand Synopsys footprint within accounts where simulation and analysis tools are mission-critical to product development and certification
• Strengthen customer retention by building trust at the executive level and ensuring technical teams see real value in what they are using
• Influence how Synopsys shows up in the A&D market, shaping messaging, positioning, and go-to-market strategy based on what you learn in the field
• Help newer team members understand how to navigate complex defense procurement cycles and build relationships in highly matrixed organizations
• Improve forecast accuracy and pipeline health for the broader Federal, Aerospace, and Defense sales organization
• Contribute to Synopsys reputation as a trusted partner in aerospace and defense, not just a vendor

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
• 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
• 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