Sales Account Management, Principal
About The Position
Synopsys is hiring a Principal Sales Account Manager to own and grow a portfolio of tier-one aerospace and defense accounts on the West Coast. The role drives renewals and new business expansion across Synopsys simulation and analysis solutions, develops executive relationships, and coordinates internal specialists to deliver a unified customer experience. The position is remote-eligible and based on the West Coast, ideally in the Los Angeles area, Bay Area, Seattle, or Denver, with regular travel to customer sites. The role reports to a Regional Sales Director and is part of a distributed Federal, Aerospace, and Defense sales team.
Requirements
- Bachelor's degree in engineering, computer science, physics, or a related technical field.
- 5 to 8 years of sales experience, including experience selling software or technical solutions to aerospace and defense accounts.
- Direct experience selling to tier-one aerospace and defense companies.
- Proven ability to manage complex, multi-stakeholder sales cycles involving engineering, program management, procurement, and executive decision-makers.
- Comfort using Salesforce or similar CRM tools to manage pipeline, forecast, and report on account health.
- Willingness to travel regularly within the West Coast region and occasionally beyond.
Nice To Haves
- Familiarity with simulation and analysis software markets.
- Experience selling against or alongside competitors such as Siemens, Ansys, or Altair.
Responsibilities
- Own and grow tier-one aerospace and defense accounts on the West Coast, driving renewals and net-new expansion across Synopsys simulation and analysis solutions.
- Build and maintain executive relationships with engineering leaders, program managers, and procurement teams.
- Coordinate with global account managers, enterprise resource managers, field applications engineers, and product specialists.
- Lead multi-year contract negotiations through complex procurement cycles, compliance requirements, and ROI-based business cases.
- Develop account plans aligned with customer program timelines, competitive threats, and long-term technology roadmaps.
- Travel 30 to 40 percent of the time, mostly domestically, to customer sites on the West Coast and occasionally in other U.S. regions.
- Maintain accurate pipeline forecasts and account data in Salesforce, providing leadership visibility and alignment across the sales organization.
- Drive growth in annual contract value and expand Synopsys's presence within accounts.
- Strengthen customer retention by building executive trust and demonstrating value to technical teams.
- Provide field insights to influence market messaging, positioning, and go-to-market strategy.
- Help newer team members navigate defense procurement cycles and relationships in matrixed organizations.
- Improve forecast accuracy and pipeline health for the broader Federal, Aerospace, and Defense sales organization.
Benefits
- Comprehensive health, wellness, and financial benefits.
- Potential eligibility for an annual bonus, equity, and other discretionary bonuses.
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What This Job Offers
Job Type
Full-time
Career Level
Senior
