SPECILIZED ACCOUNT EXECUTIVE

Specialized Account Executive - Defense & Aerospace Industry

Role Summary:

As part of the Country or Vertical Software Sales organization, the Specialized Account Executive - Defense & Aerospace is responsible for generating, advancing, and closing specialized SaaS, Hybrid SaaS, and Digital Engineering software opportunities within targeted Defense, Aerospace, Space, and Government accounts. Working in close collaboration with Account Orchestrators and cross-functional teams, this role drives both new customer acquisition and expansion within existing accounts through strategic, value-based engagement aligned with customer mission objectives.

Operating within the framework of the Integrated Country Plan, the individual develops executive relationships, aligns Siemens’ Digital Industries Software portfolio with customer transformation initiatives, and creates compelling business cases that address the unique challenges of the Defense & Aerospace sector, including program lifecycle optimization, digital engineering, Model-Based Systems Engineering (MBSE), digital thread, digital twin, compliance, and supply chain resilience.

Key Responsibilities

Business Development & Sales Execution

• Develop and execute account strategies to identify, qualify, and close SaaS, Hybrid SaaS, software, subscription, renewal, and follow-on services opportunities within Defense & Aerospace accounts.
• Drive new logo acquisition while maximizing growth and wallet share within strategic existing customers.
• Collaborate with Account Orchestrators, Industry Consultants, Solution Architects, and Partner Ecosystem teams to deliver integrated customer engagement plans.
• Achieve and exceed assigned revenue, bookings, and growth targets for the Defense & Aerospace vertical.

Customer Engagement & Executive Relationship Management

• Build trusted relationships with stakeholders across engineering, manufacturing, supply chain, digital transformation, procurement, program management, and executive leadership teams.
• Understand customer mission priorities, operational challenges, regulatory requirements, and strategic transformation initiatives.
• Position Siemens Digital Industries Software solutions as strategic enablers for digital engineering, product development, systems engineering, simulation, manufacturing excellence, and lifecycle management.

Industry Expertise & Value Selling

• Develop compelling industry-specific value propositions focused on outcomes such as:

o Digital Engineering Transformation o Model-Based Systems Engineering (MBSE)

o Digital Thread & Digital Twin o Aerospace Certification and Compliance

o Defense Program Lifecycle Management o Simulation-Driven Design

o Manufacturing Digitalization o Supply Chain Visibility and Resilience

• Quantify customer business impact through ROI analyses, executive business cases, and transformation roadmaps.
• Lead value-based conversations linking technology investments to mission readiness, operational efficiency, cost reduction, risk mitigation, and accelerated innovation.

Opportunity Management & Proposal Leadership

• Lead responses to RFIs, RFPs, and government procurement requirements by coordinating internal stakeholders and subject matter experts.
• Manage complex sales cycles involving multiple decision-makers, procurement processes, and compliance requirements.
• Drive forecasting accuracy, pipeline development, opportunity progression, and account planning activities.

Domain Growth & Market Development

• Establish measurable growth objectives for the Defense & Aerospace vertical and monitor performance against targets.
• Identify emerging market trends, competitive intelligence, government initiatives, and industry transformation opportunities.
• Represent Siemens at industry conferences, defense forums, customer events, and strategic industry engagements.

Team Collaboration & Knowledge Sharing

• Mentor junior sales professionals and contribute to the development of industry sales best practices.
• Actively share Defense & Aerospace domain expertise across the broader sales organization.
• Support strategic account reviews, sales enablement initiatives, and vertical go to-market programs.

Required Qualifications

• Bachelor's degree in Engineering, Business, Aerospace, Mechanical, Systems Engineering, or a related discipline.
• 10+ years of enterprise software sales, solution selling, or business development experience, with significant exposure to the Defense & Aerospace sector.
• Proven track record of achieving and exceeding software, SaaS, or digital transformation sales targets.
• Experience selling PLM, MBSE, CAD, CAE, Simulation, Digital Twin, Manufacturing Operations, Engineering Software, or related enterprise solutions.
• Strong understanding of Defense & Aerospace industry structures, programs, procurement processes, and regulatory environments.
• Demonstrated ability to engage and influence C-level executives, engineering leaders, and program stakeholders.

Preferred Qualifications

• Experience working with major Aerospace, Defense, Space, Government, and Defense Supply Chain organizations.
• Knowledge of standards and frameworks such as AS9100, DO-178C, DO-254, ARP4754A, ITAR, and Model-Based Systems Engineering methodologies.
• Familiarity with digital transformation initiatives across aerospace manufacturing, systems engineering, and defense modernization programs.
• Understanding of government contracting environments and complex procurement cycles.

Key Competencies

• Strategic Account Management
• Consultative & Value-Based Selling
• Defense & Aerospace Domain Expertise
• Executive Engagement
• Business Development
• Complex Deal Management
• SaaS and Subscription Sales
• Solution Selling
• Negotiation & Influencing Skills
• Cross-Functional Collaboration
• Analytical Thinking
• Customer-Centric Mindset
• Mentoring & Knowledge Sharing

Success Measures

• Achievement of software bookings, SaaS ARR, subscription, and renewal targets.
• New logo acquisition and strategic account expansion.
• Pipeline growth and forecast accuracy.
• Executive stakeholder engagement and customer satisfaction.
• Defense & Aerospace vertical revenue growth.
• Contribution to industry thought leadership and sales enablement initiatives.