Senior Enterprise Account Executive - Aerospace & Defense

You Are:

You are a visionary and highly experienced sales leader, passionate about building deep and lasting relationships with enterprise clients. Your career is defined by successfully managing complex, high-value accounts at a global scale, consistently exceeding ambitious revenue targets. With a strategic mindset, you understand not only your customer's immediate needs, but also their long-term business goals, competitive landscape, and the intricacies of their ecosystem. You thrive in dynamic environments, adapting your approach to different cultures and markets, and communicate effectively with stakeholders at all levels, including C-suite executives.

You possess advanced knowledge of technical sales within the engineering or technology sectors, and are adept at navigating intricate deal negotiations, multi-year contracts, and ROI-based proposals. Your collaborative spirit drives you to lead cross-functional teams, coordinate with internal and external partners, and mentor junior team members. You are a data-driven decision maker who leverages account analytics and forecasting to guide your strategy. Above all, you are motivated by creating measurable business outcomes for your clients, building trust through transparency and proactive engagement, and elevating your team's performance through coaching and leadership.

What You'll Be Doing:

• Developing and executing a comprehensive multi-year global account plan, aligning with senior leadership and defining the full potential of assigned enterprise accounts.
• Establishing, developing, and nurturing deep relationships with executive-level stakeholders who champion Synopsys solutions.
• Driving both renewal and new business opportunities to consistently exceed sales quotas and growth targets.
• Leading collaborative efforts across global account teams, product specialists, remote sites, and business partners to ensure a unified customer experience.
• Creating and presenting compelling business cases and investment approaches for sustainable account growth.
• Facilitating executive sponsorship programs, Customer Advisory Board processes, and regular touchpoints such as management review meetings, trainings, and seminars.
• Monitoring customer satisfaction, proactively addressing concerns, and communicating Synopsys' commitment to customer success.
• Researching and analyzing account ecosystems, competitors, and key business issues to inform strategic decisions and tailored messaging.
• Leading contract negotiations for multi-year deals, ensuring mutually beneficial outcomes for Synopsys and the customer.
• Maintaining a robust sales pipeline and ensuring accurate forecasting and data entry within Salesforce.

The Impact You Will Have:

• Drive double-digit annual contract value (ACV) growth across Synopsys' largest enterprise accounts.
• Strengthen Synopsys' reputation as a trusted innovation partner through executive-level engagement and sponsorship.
• Elevate the customer experience by shaping seamless, companywide collaboration and delivering tailored solutions.
• Expand Synopsys' footprint across multiple product lines and regions, accelerating market penetration.
• Influence strategic account planning, ensuring alignment with customer business priorities and measurable outcomes.
• Mentor and develop junior sales talent, fostering a high-performance and inclusive sales culture.
• Enhance forecasting accuracy and pipeline health, supporting broader organizational goals.
• Contribute to the evolution of Synopsys' sales best practices and enterprise engagement models.

What You'll Need:

• Bachelor's degree in technical, engineering, business, or related field; or equivalent professional experience.
• 8+ years of successful technical sales experience, ideally within enterprise or engineering environments.
• 2+ years leading complex enterprise accounts with demonstrated success in revenue growth and customer retention.
• Proven ability to independently negotiate multi-year contracts and drive ROI-based proposals.
• Advanced proficiency in strategic planning, account analytics, and accurate forecasting.
• Comprehensive knowledge of Synopsys' product portfolio, industry trends, and competitive landscape.
• Experience with Salesforce or similar CRM platforms for pipeline management and reporting.
• Fluency in English and, where applicable, the local language of the assigned territory.
• Ability and willingness to travel up to 50% as required.

Who You Are:

• Strategic thinker with a growth mindset and strong business acumen.
• Exceptional communicator and presenter, able to influence executive stakeholders.
• Natural relationship builder and networker, adept at navigating complex organizations.
• Collaborative leader who inspires and mentors others, fostering teamwork and inclusion.
• Resilient problem solver, comfortable with ambiguity and rapid change.
• Culturally aware, with sensitivity to global business practices and diverse perspectives.
• Highly organized and detail-oriented, with a commitment to excellence.

The Team You'll Be A Part Of:

You'll join a high-performing, globally distributed sales organization focused on driving enterprise-level growth and customer success across Synopsys' largest accounts. The team is collaborative, diverse, and committed to innovation, leveraging deep technical expertise and strategic insight to deliver outstanding results. You'll work closely with product specialists, account executives, and business partners, supported by a culture of learning, mentorship, and shared achievement.

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.

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.