Sales Account Management, Principal

Synopsys · $146400-$219600 · remote 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