Enterprise Account Executive

About the role

At Synopsys, we drive the innovations that shape the way we live and connect. Our technology is central to the Era of Pervasive Intelligence, from self-driving cars to learning machines. We lead in chip design, verification, and IP integration, empowering the creation of high-performance silicon chips and software content. Join us to transform the future through continuous technological innovation. You are a dynamic, results-driven sales leader with a proven history of building deep, strategic partnerships with enterprise-level clients. You thrive in fast-paced, complex environments and are adept at navigating the intricacies of large organizations, understanding their business challenges, and delivering impactful solutions that drive measurable outcomes. You possess a keen sense of cultural awareness, easily adapting your approach to resonate with diverse stakeholders across global regions. Your consultative mindset enables you to uncover your clients’ true needs, aligning Synopsys’ world-class technology portfolio to support their ambitions for innovation and growth. You lead with integrity and vision, acting as both a trusted advisor and a relentless advocate for your customers. Collaboration is second nature, and you excel at orchestrating cross-functional teams to deliver seamless, high-value experiences. Your negotiation skills are finely honed, and you are comfortable facilitating complex, multi-year contracts that benefit all parties. You are highly autonomous, proactive in your approach, and consistently seek opportunities for growth—both for your clients and your own professional development. Your strong organizational and communication skills empower you to influence at the executive level, while your technical acumen ensures credibility with engineers and business leaders alike. Above all, you are passionate about driving transformation, leveraging technology to solve real-world problems, and setting new benchmarks for excellence in enterprise sales.

Responsibilities

• Developing and executing a comprehensive, multi-year vision for executive-level partnership and engagement within assigned enterprise accounts.
• Establishing and nurturing long-term global account plans, securing buy-in from senior leadership within Synopsys and client organizations.
• Leading and coordinating cross-functional account teams, product specialists, and business partners to deliver a seamless customer experience.
• Maintaining and expanding renewal business while generating new revenue streams to meet and exceed ambitious sales quotas.
• Facilitating multi-year contract negotiations and ROI-based proposals, ensuring mutual success for both the customer and Synopsys.
• Organizing executive sponsorship programs, Customer Advisory Boards, and regular touchpoint activities to strengthen key relationships.
• Monitoring client satisfaction, proactively addressing concerns, and communicating Synopsys’ ongoing commitment to customer success.
• Researching and analyzing customer ecosystems, competitors, and market trends to inform strategic account planning and messaging.
• Ensuring accurate pipeline management and reporting through Salesforce and other CRM tools.
• Handling administrative tasks such as quotation generation, order processing, and contract preparation to support the sales cycle.

Requirements

• Bachelor’s degree in technical, engineering, business, or related field, plus 6+ years of successful technical sales experience (or 8+ years without degree).
• 4+ years as a key account manager or supporting enterprise accounts with a strong track record of sales success.
• Demonstrated proficiency in complex contract negotiations, strategic planning, and ROI-based proposal development.
• Exceptional knowledge of competitors, industry trends, and account ecosystems within the technology sector.
• Ability to coordinate and lead cross-functional teams across geographies and cultures.
• Experience with CRM platforms (e.g., Salesforce) for pipeline and account management.
• Fluency in English and the local language of the assigned territory.
• Willingness to travel up to 50% as required for client engagement and team collaboration.

Skills

• Strategic thinker with a consultative approach to enterprise sales and relationship management.
• Excellent communicator,