Account Executive (Aerospace & Defense)

We Are:

At Synopsys, we drive the innovations that shape the way we live and connect. Our technology is central to the Era of Pervasive Intelligence, from self-driving cars to learning machines. We lead in chip design, verification, and IP integration, empowering the creation of high-performance silicon chips and software content. Join us to transform the future through continuous technological innovation.

You Are:

You are an accomplished sales professional with a proven track record in driving new business and cultivating lasting customer relationships in EDA, government contracts, and aerospace and defense. You have a passion for technology and thrive in environments where you can connect innovative solutions to real-world challenges. Your expertise enables you to navigate complex sales cycles, understand engineering simulation products, and articulate value to both technical and executive audiences. You are highly organized, autonomous, and proactive, always seeking opportunities to maximize growth and exceed targets. You possess strong networking skills and the ability to manage multiple priorities, ensuring a healthy pipeline and consistent achievement of quotas. You are an effective collaborator, able to coordinate with cross-functional teams and coach early-career sales professionals. Your communication skills are exceptional, allowing you to deliver compelling presentations and persuasive proposals. You value continuous learning, staying abreast of industry trends and product advancements. Your leadership and problem-solving abilities make you a trusted advisor to clients and a resource for your team. Fluent in English and the local language, you are ready to travel up to 50% to engage with customers and prospects. If you are motivated by creating impact, driving innovation, and building strategic partnerships, you will thrive as an Account Executive at Synopsys.

What You’ll Be Doing:

• Perform sales activities, establishing and maintaining business relationships with current and prospective customers within the U.S. government.
• Maintain renewal business and generate new business to achieve or exceed revenue objectives for designated accounts and product lines.
• Create and execute long-term strategies that connect Synopsys solutions to customer challenges and priorities, converting them into strategic accounts.
• Develop and deliver sales presentations that clearly communicate the value of Synopsys products/services, differentiating from competitors with metrics and proof points.
• Establish relationships with customer executives and business leaders who can serve as business champions for Synopsys solutions.
• Coordinate sales efforts with marketing, account teams, sales management, accounting, legal, and technical service groups globally.
• Draft clear and effective written proposals/quotations representing maximum value to customers while ensuring fair pricing for Synopsys.
• Create and maintain account plans for existing customers, highlighting profile, share, and value opportunities.
• Alert clients to new or improved products/services and relay client feedback to product development teams.
• Research sources for developing prospective customers and expanding to new groups within existing accounts.
• Leverage trade shows, conventions, training, and seminars to enhance business opportunities.
• Complete administrative tasks including quotation generation, order processing, delivery, acceptance inspection, NDA and contract preparation.
• Maintain a healthy pipeline and accurately enter data into Salesforce to track progress and meet goals.
• Stay knowledgeable of Synopsys’ new and existing products/services to facilitate sales efforts.
• Coach and mentor earlier career sales professionals within the team.

The Impact You Will Have:

• Drive revenue growth and expand Synopsys’ footprint within your territory through effective sales strategies and account management.
• Enable customers to develop new products and enhance existing ones by integrating Synopsys solutions into their engineering processes.
• Build strategic partnerships with key stakeholders, positioning Synopsys as a trusted advisor and preferred technology provider.
• Contribute to the achievement of sales quotas and business growth targets, ensuring sustained success for the organization.
• Influence product development through customer feedback, helping shape solutions that meet evolving market needs.
• Enhance cross-functional collaboration, strengthening the collective capabilities of the sales, marketing, and technical teams.
• Promote Synopsys’ reputation for innovation, quality, and customer-centric solutions.
• Mentor and support team members, fostering a culture of continuous improvement and professional growth.
• Drive awareness of new offerings, ensuring customers are informed about advancements and opportunities.
• Champion customer success, ensuring clients realize ongoing ROI from their investment in Synopsys solutions.

What You’ll Need:

• Bachelor’s degree in technical, engineering, business or related field with 6+ years of related experience OR 8+ years of relevant sales experience.
• Demonstrated overachievement in technical sales positions, consistently exceeding quotas and growth targets.
• Strong ability to manage multiple opportunities and priorities while tracking progress in CRM systems (e.g., Salesforce).
• Experience navigating complex sales and customer issues with minimal guidance.
• Ability to coordinate internal and external ecosystems, leveraging cross-functional resources for success.
• Strong networking skills and proven ability to drive new contacts and maintain robust business relationships.
• Leadership and collaboration skills, including experience coaching and mentoring others.
• fluency in English and the local language of the territory.
• Willingness and ability to travel up to 50% regionally.
• Knowledge of Synopsys products/services and pricing practices; familiarity with engineering analysis and technology.
• Proficiency in sales fundamentals, including proposal development, presentations, and negotiations.
• Excellent problem-solving, communication, and organizational skills.
• Strong executive presentation and persuasion skills.

Who You Are:

• Self-motivated and autonomous, taking initiative to drive results.
• Strategic thinker with a proactive approach and strong business acumen.
• Adaptable and resilient in dynamic, fast-paced environments.
• Collaborative team player, able to build rapport and work effectively with colleagues and clients.
• Empathetic listener and communicator, able to understand customer needs and deliver tailored solutions.
• Natural leader with a passion for mentoring and developing talent.
• Detail-oriented and highly organized, managing multiple priorities with ease.
• Resourceful problem solver, able to overcome challenges and deliver value.

The Team You’ll Be A Part Of:

You’ll join a dynamic, high-performing sales team focused on delivering impactful solutions to customers across diverse industries. The team thrives on collaboration, continuous learning, and mutual support, working closely with marketing, technical experts, and product development to drive innovation and growth. Together, you’ll empower clients to leverage Synopsys’ advanced technologies, contributing to their success and the company’s leadership in the market.

Rewards and Benefits:

We offer a comprehensive range of health, wellness, and financial benefits to cater to your needs. Our total rewards include both monetary and non-monetary offerings. Your recruiter will provide more details about the salary range and benefits during the hiring process.