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Key Accounts Manager / Accounts Manager – Aerospace & Defence (A&D)
Designation: Key Accounts Manager / Accounts Manager – Aerospace & Defence (A&D) Sales
Location: Bangalore
Experience: 3 – 7 Years
About the Role
We 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 Responsibilities
Sales & Revenue Achievement
• Achieve and exceed targets for:
o Siemens Tools
o Mechanical Design Solutions
o Simulation Software
o New Product Sales (NPS)
o AMC (Annual Maintenance Contract) Revenue
- Drive business growth exclusively within Aerospace & Defence organizations, including:
o ISRO units
o DPSUs (HAL, BEL, BEML, BDL, MDL, etc.)
o Government accounts related to Defence R&D and technology
- 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 Chief Engineers
o Group Heads
o Scientific Officers
o Procurement Committees
- Work closely with Application Engineers for high-quality product demos, proof-of-concepts, and technical discussions.
- 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.
- Bachelor’s Degree in Electronics or Mechanical Engineering.
- MBA in Sales/Marketing (Preferred).
- 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.
- Be part of transformative Defence and Aerospace engineering programs shaping India’s technological future.
- Opportunity to collaborate with DRDO, ISRO, DPSUs, and leading Defence OEMs.
- Exposure to cutting-edge engineering and simulation technologies.
- Fast-paced and collaborative work environment with strong sales and technical support.
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