Job Description
This position requires access to or use of information, which is subject to export restrictions, including the International Traffic in Arms Regulations (ITAR). All applicants for this position must be “U.S. Persons” within the meaning of the ITAR. “U.S. Persons” include U.S. Citizens, U.S. Lawful Permanent Residents (i.e. 'Green Card Holders'), Political Asylees, Refugees or other protected individuals as defined by 8 U.S.C. 1324b(a)(3).
This strategic thinker and action-oriented person will leverage their relationships, industry knowledge, and understanding of Systems and SoC design to proliferate and expand Synopsys Solutions to achieve revenue and booking goals in the Aerospace & Defense segment. Emphasis will be placed on the ability to marshal resources in Synopsys Business Units (R&D, Marketing and Field Support) and Sales Specialists and aligning them with technical and business executives at their key customer sites across the country.
Activities include account planning, forecasting, lead generation, prospecting, qualifying and delivery of sales presentations and proposals to new or existing customers within the territory. Respond to information requests and inquiries from executives and global team members.
Job Responsibilities and Activities
- Create opportunities to build a pipeline by understanding the needs of key customers, program sponsors and broader Government communities.
- Work in a team environment and build relationships at executive, senior technical management and key contributor levels.
- Create, drive and close multi-million-dollar, complex, technical sales campaigns.
- Leverage relationships with one or more large aerospace and defense companies, government program sponsors in defense, intelligence community and research community.
- Coordinate the preparation of written proposals and work with internal organizations such as business units, legal, finance, and order processing for the purpose of closing business.
- Responsible for developing complex technical sales plans, which may involve displacements or imaginative business agreements to meet or exceed pre-established quotas.
- B.S. in Engineering or related field required (M.S. / M.B.A. or other advanced technical or business management degrees desired)
- Minimum 10 years of sales and/or business development experience in technical software and engineering services.
- Experience working with one or more leading Aerospace & Defense companies such as BAE Systems, Boeing Company, CAES, Honeywell Aerospace, Lockheed Martin, Northrop Grumman and Raytheon Technologies.
The ideal candidate will be located in the Washington DC area. Ability to travel up to 20% of the time across North America.
The Go-To-Market Group is focused on selling our complete portfolio of EDA software, market-leading IP, and differentiated systems solutions combined with AI and Cloud offerings. Our culture is anchored on the relentless focus on Customer Success powered by a data-driven 'Operating System'.
At Synopsys, we’re at the heart of the innovations that change the way we work and play. Self-driving cars. Artificial Intelligence. The cloud. 5G. The Internet of Things. These breakthroughs are ushering in the Era of Smart Everything. And we’re powering it all with the world’s most advanced technologies for chip design and software security. If you share our passion for innovation, we want to meet you.
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