Enterprise Account Manager, Aerospace & Defense

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.