Key Account Manager; m​/f​/d - Aerospace, Defense & Government

Job Description

Own and grow a portfolio of Aerospace, Defense & Government (ADG) accounts in Germany, ranging from renowned primes to high‑potential startups, by positioning Emerson T&M as a trusted advisor across the ADG Business Unit application segments Electronic Systems / Electromechanical Systems & Structures (E2M) and REW/CNS. You will lead cross‑functional teams to shape opportunities early, align executives, and deliver profitable growth across the platform comprising, systems, hardware, software, and services.

You’ll run a rigorous account strategy and operating cadence while executing a direct + partner motion with Solution & Integration (S&I) Partners and Distributors to scale coverage and delivery. The final book of accounts will be defined based on your experience and location.

• Build & execute a multi‑year account plan that identifies whitespace, site/program expansion and platform penetration, delivering sustainable share gain.
• Drive executive alignment to advance joint priorities, remove roadblocks and elevate account health.
• Generate demand early: discover programs, budgets and technical drivers; craft insight‑led value propositions and robust business cases.
• Lead complex pursuits with solution architects, applications engineering, services and product; run clear opportunity strategy.
• Co‑sell with S&I partners and distributors; build joint account plans, define roles, and manage governance for predictable delivery.
• Negotiate enterprise agreements, framework contracts, services agreements and public‑sector tenders with legal/contracts/finance/SME support to secure favorable, value‑protecting outcomes.
• Manage forecast & pipeline health with disciplined cadence (coverage, conversion, accuracy); meet and exceed bookings and profitability targets.
• Drive adoption & expansion of the NI platform (e.g., PXI/DAQ, LabVIEW/Test Stand/Veri Stand/System Link) and services; measure value realization and develop references.
• Champion the customer voice to ADG BU/Product; influence roadmaps and solution packaging for the ADG BU application areas including E2M, Radar, EW & SIGINT and adjacent RF applications.
• Uphold compliance with export‑control, trade and customer‑site requirements; ensure ethical selling and data handling.

• You persist in the face of challenges and setbacks.
• You anticipate customer needs and provide services that are beyond customer expectations.
• You show a tremendous amount of initiative in tough situations and are exceptional at spotting and seizing opportunities.
• You adjust communication content and style to meet the needs of diverse stakeholders.

• German citizenship and residence in Germany; fluent German and English with strong executive presence.
• 8+ years enterprise B2B sales in test & measurement or closely related high‑tech with a track record of complex named‑account growth and multi‑stakeholder deal orchestration.
• Proven proficiency with the NI platform and selling combined hardware, software & services into engineering organizations.
• Demonstrated success leading cross‑functional pursuit teams and engaging buying centers from engineers to VP level, including procurement.
• Strong commercial acumen & negotiation skills; comfort with long sales cycles, enterprise agreements and public tenders (supported by SMEs).
• Discipline in CRM‑driven forecasting, pipeline governance and Q /E  rhythms.
• Bachelor’s degree in Electrical/Computer/Mechanical Engineering, Computer Science or related field or equivalent practical experience.

• Relationships/experience with German ADG accounts.
• RF test familiarity in ADG applications (Radar, EW & SIGINT).
• Experience co‑selling with S&I partners/distributors and managing enterprise‑grade, multi‑site deployments.
• Familiarity with public procurement frameworks and export‑control contexts.

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