Director of Sales Account Management

We Are

Synopsys is the leader in engineering solutions from silicon to systems, enabling customers to rapidly innovate AI-powered products. We deliver industry-leading silicon design, IP, simulation and analysis solutions, and design services. We partner closely with our customers across a wide range of industries to maximize their R&D capability and productivity, powering innovation today that ignites the ingenuity of tomorrow.

You Are

You have built your career by owning complex account relationships where every deal is high stakes and every conversation can shift a roadmap. You do not just manage accounts; you know the politics, the history, the technical quirks, and the people that make each one tick. You see patterns across a book of business and can spot risk and opportunity in a quarterly pipeline review that others miss. You are comfortable sitting across from a CTO one hour and a procurement lead the next, adjusting your strategy and message to drive results without losing credibility. You have opinions about what makes enterprise sales work in the semiconductor or EDA space, and you know which levers to pull to unblock a stuck negotiation. You do not wait for instructions; you coordinate internally, escalate when needed, and keep the customer's business and Synopsys' interests moving forward. You want your work to be visible and your wins to matter.

What You'll Be Doing

• Managingopportunities in the Aerospace & Defense sector focused ongovernment program capture
• Build and execute account plans using Salesforce, working cross-functionally with technical sales, application engineering, and product teams to target key opportunities
• Develop high-trust relationships with senior customer stakeholdersand government officials(VP, CTO, Director level), understanding their technical roadmaps and aligning Synopsys solutions to their business goals
• Oversee complex deal cycles frominitialengagement through contract negotiation and close, including coordination with legal and finance
• Track and forecast pipeline with discipline, using data to drive conversations and decisions with both internal leadership and customer contacts
• Identifyand escalate critical risks and competitive threats, driving internal action toretainand grow customer share
• Represent the customer voice internally, influencing product direction and support priorities based on account feedback

The Impact You Will Have

• Accelerate revenue growth by expanding the footprint of Synopsys solutions withinthe Aerospace and Defense sector
• Secure long-term partnerships that translate into multi-yearcontractsand reduced churn
• Unblock technical and commercial obstacles, shortening sales cycles and increasingcloserates
• Surface emerging customer needs that directly inform product strategy and roadmap
• Strengthen Synopsys' reputation as a trusted advisor and strategic partner, not just a vendor

• Drive internal urgency and alignment to deliver on customer commitments and resolve escalations
• Make the business case for investment ingovernment programsthat have the potential for outsized growthand accelerated Synopsys road maps.

What You'll Need

• Proventrack record(8+ years) in strategic account management or enterprise sales, with direct experience in EDA, semiconductor, or complex technical solutions
• Hands-on experience with CRM tools (Salesforce strongly preferred) for managing pipeline, forecasting, and account planning
• Deep understanding of the semiconductor or EDA market landscape, customer buying cycles, and competitor positioning
• Comfortable negotiating large, complex contracts with multiple stakeholders, including legal and finance
• Experience partnering with field engineers and technical teams to drive solution adoption
• Ability to travel to customer sites and industry events as needed
• Strong understanding of Aerospace and Defense Industry

Who You Are

• You can walk into a customer QBR and pivot the conversation when the agenda changes, keeping the meeting productive
• You translate technical product value into business impact for non-engineering decision makers
• You do not get rattled by tough negotiations; you know when to push, when to listen, and when to escalate
• You keep your pipeline clean and your forecasts honest, never sandbagging or overpromising
• You build trust quickly,internallyand externally, by following up and following through
• You see the big picture but do not lose track of the details that close deals

The Team You'll Be Part Of

Your recruiter will share more about the team structure and mission during the interview process.

Rewards and Benefits