Account Manager - Aerospace & Defense
About The Position
At Emerson Test & Measurement Business Group (Formerly known as National Instruments), we help the world’s leading innovators engineer and validate next-generation technologies with confidence. Our automated test and measurement platforms are trusted across Aerospace & Defense, Semiconductor, Automotive, Wireless, and Industrial markets to accelerate innovation while reducing complexity and time to market. We are looking for a driven, technically credible, and growth-oriented Aerospace & Defense Account Manager to lead strategic customer engagement and business expansion across India’s rapidly growing Aerospace & Defense ecosystem. The Aerospace & Defense Account Manager will be responsible for driving growth across strategic A&D accounts by building strong customer relationships, influencing complex solution opportunities, and developing scalable partnerships with System Integrators. The ideal candidate brings strong domain understanding of Aerospace & Defense programs, experience navigating large and complex organizations, and the ability to collaborate with ecosystem partners to drive long-term business growth. This role requires a blend of business development expertise, technical acumen, partner ecosystem management, and executive stakeholder engagement.
Requirements
- Bachelor’s degree in Engineering is mandatory (Electronics, Electrical, ECE, Instrumentation, Aerospace, or related disciplines preferred)
- 6–10 years of experience in Aerospace & Defense sales, account management, business development, or technical consulting
- Strong understanding of Aerospace & Defense test, validation, or embedded system workflows
- Proven experience working with or managing System Integrators as business partners
- Ability to build and scale ecosystem-driven business models
- Experience engaging with defense organizations, labs, PSUs, OEMs, or strategic government programs
- Strong communication, commercial negotiation, and executive engagement skills
- Ability to manage long sales cycles and complex stakeholder environments
- Willingness to travel based on business requirements
- Strong ownership mindset and ability to drive strategic growth
- Technical credibility with customer engineering and program teams
- Strong collaboration skills across customers, partners, and internal teams
- Ability to influence complex multi-stakeholder opportunities
- High energy, execution focus, and customer obsession
- Strategic thinker with a bias for action and results
Nice To Haves
- Prior experience with National Instruments / Emerson Test & Measurement solutions will be a strong advantage
- Familiarity with PXI, RF test systems, HIL platforms, modular instrumentation, or automated validation architectures
- Exposure to Aerospace & Defense standards, mission systems, or electronic test systems
- Experience working on large strategic programs through ecosystem and partner-led models
- Knowledge of LabVIEW, TestStand, Python, or automated test software frameworks is an added advantage
Responsibilities
- Own and grow strategic Aerospace & Defense accounts across India
- Drive revenue growth through consultative selling and solution-led engagement
- Develop trusted relationships with government organizations, defense labs, PSUs, private aerospace companies, and ecosystem partners
- Work closely with System Integrators to build scalable go-to-market models and expand business reach
- Identify opportunities across radar, RF & microwave, electronic warfare, avionics, communications, validation, HIL, automated test, and embedded systems
- Collaborate with System Integrators to influence specifications, solution architectures, and large program opportunities
- Lead account planning, pipeline development, forecasting, and executive business reviews
- Coordinate with application engineering, services, partners, and global teams to deliver customer success
- Lead customer presentations, technical discussions, workshops, and commercial negotiations
- Engage technical and leadership stakeholders through workshops, solution presentations, and strategic discussions
- Understand customer roadmaps, procurement cycles, compliance requirements, and program priorities
- Track industry trends, defense modernization initiatives, and competitive activity to shape growth strategies
Benefits
- competitive benefits plans
- a variety of medical insurance plans
- Employee Assistance Program
- employee resource groups
- recognition
- flexible time off plans
- paid parental leave (maternal and paternal)
- vacation and holiday leave
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What This Job Offers
Job Type
Full-time
Career Level
Senior
