About the RoleWe are seeking a high-performing Key Accounts Manager / Accounts Manager with strong experience in Aerospace & Defence (A&D) sales, including engagement with DRDO labs, ISRO centers, DPSUs, Defence OEMs, and Government establishments. The role involves driving sales of advanced engineering software solutions such as PCB design tools, mechanical design systems, CAD/CAE platforms, and simulation technologies. The position is based in Bangalore with responsibilities across the south region.
Key ResponsibilitiesSales & Revenue Achievement• Achieve and exceed targets for:o Siemens Toolso Mechanical Design Solutionso Simulation Softwareo New Product Sales (NPS)o AMC (Annual Maintenance Contract) Revenue
• Drive business growth exclusively within Aerospace & Defence organizations, including:o DRDO laboratorieso ISRO unitso DPSUs (HAL, BEL, BEML, BDL, MDL, etc.)o Government accounts related to Defence R&D and technology
Planning, Forecasting & Strategy• Prepare accurate annual and quarterly sales forecasts for the assigned region.• Maintain strong funnel generation and predictable revenue performance.• Develop, maintain, and execute a territory plan tailored to the A&D and Defence ecosystem.• Create and implement Defence-focused sales & marketing strategies for deeper account penetration.
Key Account Management & Customer Engagement• Manage and grow relationships with strategic Defence and Government accounts such as:o DRDO clusters (ADE, GTRE, LRDE, DRDL, RCI, etc.)o ISRO Centers (VSSC, URSC, SDSC, LPSC, etc.)o Major DPSUs
• Engage with senior decision-makers including:o Program Directorso Chief Engineerso Group Headso Scientific Officerso Procurement Committees
• Work closely with Application Engineers for high-quality product demos, proof-of-concepts, and technical discussions.
New Business Development• Identify new business opportunities in Defence R&D programs, modernization initiatives, and emerging Defence tech startups.• Lead new logo acquisition efforts across Government and Defence entities.• Track Defence procurement trends, budget allocations, and emerging technology requirements.
Minimum Qualifications• Bachelor’s Degree in Electronics or Mechanical Engineering.• MBA in Sales/Marketing (Preferred).
Preferred Qualifications & Skills• Proven sales experience in Aerospace & Defence, especially with DRDO, ISRO, DPSUs, Armed Forces, and Government R&D units.• Strong record in sales quota achievement and new logo acquisition.• Experience managing complex Government/Defence procurement processes.• Strong negotiation skills and commercial acumen.• Ability to engage with senior scientists, technical leaders, and procurement committees.• Highly self-motivated, target-driven, organized, and a strong team collaborator.• Strong work ethics with the ability to quickly learn and adapt to technical products.
…