# Enterprise Account Manager, Aerospace & Defense

**Company**: Synopsys
**Work arrangement**: remote
**Experience**: senior
**Job type**: full-time
**Salary**: $152000-$228000
**Category**: Sales
**Industry**: Aerospace & Defense
**Ticker**: SNPS
**Wikidata**: https://www.wikidata.org/wiki/Q2303478

**Apply**: https://careers.synopsys.com/job/washington/enterprise-account-manager-aerospace-and-defense/44408/100144991552?utm_source=yubhub.co&utm_medium=jobs_feed&utm_campaign=apply
**Canonical**: https://yubhub.co/jobs/job_21565dd6-9a9

## Description

You will be an Enterprise Account Manager, Aerospace & Defense at Synopsys, working with some of the largest aerospace and defense companies in the world.

Your role will involve owning and growing 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.

Key responsibilities include:

- Building and maintaining executive relationships with engineering leaders, program managers, and procurement teams across leading aerospace and defense organizations.

- Coordinating with a distributed team of global account managers, enterprise resource managers, field applications engineers, and product specialists to deliver a unified customer experience.

- Leading multi-year contract negotiations, working through complex procurement cycles, compliance requirements, and ROI-based business cases.

- Developing account plans that map to customer program timelines, competitive threats, and long-term technology roadmaps.

- Traveling 30 to 40 percent of the time, mostly domestic, to customer sites across the West Coast and occasionally to other U.S. regions.

- Maintaining accurate pipeline forecasting and account data in Salesforce, ensuring visibility for leadership and alignment across the broader sales organization.

The impact you will have includes:

- Driving double-digit growth in annual contract value across some of the largest aerospace and defense programs in the country.

- Expanding Synopsys footprint within accounts where simulation and analysis tools are mission-critical to product development and certification.

- Strengthening customer retention by building trust at the executive level and ensuring technical teams see real value in what they are using.

- Influencing 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.

- Helping newer team members understand how to navigate complex defense procurement cycles and build relationships in highly matrixed organizations.

- Improving forecast accuracy and pipeline health for the broader Federal, Aerospace, and Defense sales organization.

- Contributing to Synopsys reputation as a trusted partner in aerospace and defense, not just a vendor.

Requirements include:

- A 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.

You will report to a Regional Sales Director and join a team of eight account managers and enterprise resource managers focused on the Federal, Aerospace, and Defense market.

Rewards and benefits include a comprehensive range of health, wellness, and financial benefits to cater to your needs.

## Skills

### Required
- engineering
- computer science
- physics
- sales
- simulation and analysis software
- team selling
- CRM tools

### Nice to have
- familiarity with simulation and analysis software markets
- experience selling against or alongside competitors like Siemens, Ansys, or Altair

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Source: [Apply at careers.synopsys.com](https://careers.synopsys.com/job/washington/enterprise-account-manager-aerospace-and-defense/44408/100144991552?utm_source=yubhub.co&utm_medium=jobs_feed&utm_campaign=apply)