# Sales Account Management, Principal

**Company**: Synopsys
**Work arrangement**: remote
**Experience**: senior
**Job type**: full-time
**Salary**: $146400-$219600
**Category**: Sales
**Industry**: Technology
**Ticker**: SNPS
**Wikidata**: https://www.wikidata.org/wiki/Q2303478

**Apply**: https://careers.synopsys.com/job/california/sales-account-management-principal/44408/103099251696?utm_source=yubhub.co&utm_medium=jobs_feed&utm_campaign=apply
**Canonical**: https://yubhub.co/job/sales-account-management-principal-622ca55e-17a/

## Description

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

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## Skills

### Required
- engineering
- computer science
- physics
- sales
- simulation and analysis software
- Salesforce

### 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/california/sales-account-management-principal/44408/103099251696?utm_source=yubhub.co&utm_medium=jobs_feed&utm_campaign=apply)