Sales Account Management, Sr Staff

About the role

You are responsible for building and growing relationships across major business units within your assigned strategic accounts, serving as the primary point of contact for executive and technical decision-makers. You drive multi-million dollar sales opportunities from discovery through close, managing complex technical sales cycles that often involve competitive displacement or creative deal structures.

Responsibilities

• Own and grow relationships across major business units within your assigned strategic account
• Drive multi-million-dollar sales opportunities from discovery through close
• Manage complex technical sales cycles involving competitive displacement or creative deal structures
• Build and manage pipeline by working directly with customer engineering teams to uncover design challenges, design flow gaps, and technology adoption opportunities
• Cross-functionally coordinate with Synopsys teams including R&D, Product Marketing, Applications Engineers, and Corporate AEs to align customer requirements with technical solutions and product roadmaps
• Lead account planning, forecasting, and opportunity management in partnership with Global Account Managers, Sales Managers, and TSSMs to meet and exceed revenue and booking goals
• Develop and deliver technical sales presentations, proposals, and business cases tailored to both engineering stakeholders and executive buyers
• Manage contract negotiations and proposal coordination across internal teams including legal, finance, and order processing to move deals through to close

Requirements

• Bachelor's or Master's degree in Electrical Engineering or related technical field
• 5+ years of experience in technical sales, business development, or account management, ideally selling EDA tools, semiconductor IP, or complex enterprise software
• Demonstrated track record of managing and closing multi-million-dollar deals with long sales cycles and multiple stakeholders
• Strong understanding of EDA market dynamics, chip design flows & methodologies, and the competitive landscape
• Ability to grasp complex technical concepts quickly and translate them into business value for both engineering teams and executive buyers
• Experience working across global, matrixed organizations and coordinating technical resources to support customer engagements
• Comfort navigating ambiguity, building account strategy without perfect information, and driving deals forward in competitive or uncertain environments

Qualifications

• Comfortable walking into rooms with VPs of Engineering and CFOs and speaking to both in their language without losing credibility with either
• Able to ask the right questions, understand the customer's organization, and surface opportunities they haven't articulated yet
• Organized enough to manage five deals at different stages without dropping threads, and strategic enough to know which one to prioritize when everything feels urgent
• Able to push back when a proposal does not match what the customer actually cares about, and not afraid to tell your own team when the approach needs to change
• Treat every customer interaction as a chance to build trust, not just move a deal forward, because you know that the long game is what wins in strategic accounts
• Thrives in environments where the deal is complex, the stakes are high, and success requires coordination across technical, business, and executive stakeholders

Skills

• Technical sales and business development experience
• Strategic account management
• Complex technical sales cycles
• Customer relationship management
• Collaboration across multiple departments
• Dealing with ambiguity and uncertainty
• Effective communication with both technical and executive stakeholders

Benefits

• Comprehensive health, wellness, and financial benefits
• Annual bonus
• Equity
• Discretionary bonuses

Pay

The base salary range for this role is $152,000 – $228,000 across the U.S.

Schedule

Full-time position