Sales Account Management, Principal at Synopsys Inc in California

Descriptions & Requirements

Job Description and Requirements

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 spent years selling into aerospace and defense accounts where the sales cycle is measured in quarters. You know that selling to the defense industry is not about pitching features, it is about understanding their program timelines, their compliance requirements, and the engineers who will use what you are selling.

You come from a technical background. Maybe you studied engineering, maybe you worked as an applications engineer before moving into sales, and you can hold your own in a room full of simulation engineers talking about structural analysis or computational fluid dynamics.

Team selling is where you thrive. You have worked deals where coordination across field applications engineers, inside sales, and product specialists is the only way anything closes. You bring people in at the right time, you share credit, and you make sure everyone knows what is happening.

At Synopsys, you will work with some of the largest aerospace and defense companies in the world, and the team you join takes that responsibility seriously.

What You'll Be Doing

• 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 andmaintainexecutive 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

• Maintainaccuratepipeline 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

What You'll Need

• 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 executivedecision-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

Who You Are

• You can walk into a room with a structural engineer and a program manager and speak toboth of themin language that resonates, without losing technical credibility or business context

• Team selling comes naturally to you because you have learned that the best deals happen when everyone is aligned and no one is trying to be the hero

• You are organized enough to juggle multiple accounts, each with its own timeline, stakeholders, and internal politics, without dropping threads or missing follow-ups

• You push back when something does not make sense, whether it is an unrealistic forecast, a poorly timed product launch, or a customer ask that is out of scope

• You understand that defense customers move slowly for a reason, and you have the patience and persistence to stay engaged through long cycles without losing momentum

• You are comfortable being remote but not isolated, you stay connected to your team, you show up for calls, and you make sure people know what is happening in your accounts

The Team You'll Be Part Of

You will report to a Regional Sales Director and join a team of eight account managers and enterprise resource managers focused on the Federal, Aerospace, and Defense market. The team is distributed across Southern California, Texas, Pennsylvania, Florida, and other U.S. locations. This is a collaborative group where deals are won through coordination, not individual heroics. Some team members own single global accounts, others support multiple accounts as enterprise resource managers. Everyone works together to cover complex, multi-site customers with global responsibilities. You will be based on the West Coast, ideally in the Los Angeles area, Bay Area, Seattle, or Denver, with flexibility to work remotely and travel as needed.

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.

At Synopsys, we want talented people of every background to feel valued and supported to do their best work. Synopsys considers all applicants for employment without regard to race, color, religion, national origin, gender, sexual orientation, age, military veteran status, or disability.

In addition to the base salary, this role may be eligible for an annual bonus, equity, and other discretionary bonuses. Synopsys offers comprehensive health, wellness, and financial benefits as part of a competitive total rewards package. The actual compensation offered will be based on a number of job-related factors, including location, skills, experience, and education. Your recruiter can share more specific details on the total rewards package upon request. The base salary range for this role is across the U.S.