[Remote] Enterprise Account Manager, Aerospace & Defense

Note: The job is a remote job and is open to candidates in USA. Synopsys is hiring an Enterprise Account Manager to grow and retain tier-one aerospace and defense accounts for its simulation and analysis solutions. The role leads customer relationships, complex negotiations, account planning, and coordination with technical and sales teams, while contributing to growth and forecast accuracy.

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 andmaintainexecutive 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
• Maintainaccuratepipeline forecasting and account data in Salesforce, ensuring visibility for leadership and alignment across the broader sales organization
• 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

Skills

• You have spent years selling into aerospace and defense accounts where the sales cycle is measured in quarters
• You know that selling to the defense industry is not about pitching features, it is about understanding their program timelines, their compliance requirements, and the engineers who will use what you are selling
• You come from a technical background
• Maybe you studied engineering, maybe you worked as an applications engineer before moving into sales, and you can hold your own in a room full of simulation engineers talking about structural analysis or computational fluid dynamics
• Team selling is where you thrive
• You have worked deals where coordination across field applications engineers, inside sales, and product specialists is the only way anything closes
• 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
• 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 because you have learned that the best deals happen when everyone is aligned and no one is trying to be the hero
• You are organized enough to juggle multiple accounts, each with its own timeline, stakeholders, and internal politics, without dropping threads or missing follow-ups
• You push back when something does not make sense, whether it is an unrealistic forecast, a poorly timed product launch, or a customer ask that is out of scope
• You 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
• 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

Benefits

• Comprehensive health benefits
• Wellness benefits
• Financial benefits
• May be eligible for an annual bonus, equity, and other discretionary bonuses
• Flexibility to work remotely and travel as needed

Company Overview

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