Sales Account Management, Sr

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 have spent years building relationships that matter, not just contacts in a CRM, but the kind of trust that gets you a call when a VP of Engineering is rethinking their entire design strategy. You know that the best deals are not closed in a single meeting. They are built over months of understanding what keeps your customer up at night, what their roadmap looks like two years out, and where the gaps are that they have not figured out how to solve yet.

You think in accounts, not transactions. When you walk into a customer site, you are mapping the organization, who makes decisions, who influences them, who will champion your solution when you are not in the room. You do not wait for RFPs to land. You create the conditions for them by staying close to the technical teams, understanding their pain points, and positioning solutions before the competition even knows there is an opportunity.

You are comfortable in the gray space between technical depth and business strategy. You can sit with a design team talking about High Value Problem Statements and then turn around and present ROI to a CFO without missing a beat. At Synopsys, you will work with customers who are building the chips that power everything, and the deals you close will be measured in the millions.

• As Sales, Account Manager you own and grow relationships across major business units within your assigned strategic account, acting as the primary point of contact for executive and technical decision-makers
• Drive multi-million-dollar sales opportunities from discovery through close, managing complex technical sales cycles that often involve 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
• Coordinate across 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

• You will directly influence the technology and business decisions of customers building next-generation semiconductors that power AI, automotive, 5G, and cloud infrastructure
• Your pipeline development and account strategy will contribute to millions in annual revenue and market share growth in one of Synopsys's most strategic accounts

• 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

• You can walk into a room with a VP of Engineering and a CFO and speak to both of them in their language without losing credibility with either
• You do not wait for customers to tell you what they need. You ask the right questions, connect the dots across their organization, and surface opportunities they had not articulated yet
• You are 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
• You push back when a proposal does not match what the customer actually cares about, and you are not afraid to tell your own team when the approach needs to change
• You treat every customer interaction as a chance to build trust, not just move a deal forward,…