Senior Sales Account Manager - Defense & Major OEM Accounts

Senior Sales Account Manager – Defense & Major OEM AccountsOur client is a well-established manufacturer serving the defense and aerospace industries and is seeking an experienced Senior Account Manager to lead and expand relationships with major defense OEMs and strategic accounts.This is a high-impact, customer-facing opportunity for a strategic sales professional who understands the defense manufacturing ecosystem and can navigate complex, long-cycle programs involving engineering, procurement, supply chain, program management, and executive leadership.The successful candidate will own key strategic accounts, serve as the key point person for major customers, drive company products and solutions into large customer organizations, identify and capture new program opportunities, and drive profitable revenue growth.Key ResponsibilitiesStrategic Account Management: Own, develop, and expand relationships with major defense OEM accounts. Create and execute strategic account plans aligned with customer programs, technology roadmaps, and business objectives.Customer & Product Growth: Serve as the key point person and primary customer contact for major accounts. Drive company products, solutions, and capabilities into customer organizations and identify opportunities for account expansion.Revenue Growth: Achieve or exceed annual sales, bookings, and revenue targets through account expansion, new program wins, and long-term customer development.Business Development & Program Capture: Identify, qualify, and pursue new business opportunities within existing OEM accounts and adjacent markets. Support RFP/RFQ responses, proposal development, pricing strategies, and contract negotiations.Customer Relationship Management: Build and maintain strong, multi-level relationships with customer engineering, procurement, supply chain, program management, and executive leadership teams.Cross-Functional Leadership: Partner with Engineering, Program Management, Quality, Operations, and other internal teams to ensure customer requirements, technical specifications, certifications, quality standards, and delivery expectations are clearly understood and met.Contract & Commercial Negotiations: Lead negotiations involving pricing, long-term agreements, terms and conditions, volume commitments, and other commercial arrangements.Forecasting & CRM Management: Maintain accurate sales forecasts, pipeline activity, account plans, and program status within the company's CRM system.Market Intelligence: Monitor defense industry trends, OEM program schedules, government budgets, competitor activity, and emerging market opportunities.Industry Engagement: Represent the company at defense industry conferences, OEM supplier events, trade shows, and customer meetings.Compliance: Ensure sales and business development activities comply with applicable ITAR, EAR, DFARS, FAR, export control, and company requirements.Required QualificationsBachelor's degree in Business, Engineering, or a related field; equivalent industry experience may be considered.8+ years of progressive sales, business development, or strategic account management experience within the defense and/or aerospace manufacturing industry.Proven experience working directly with major defense OEMs, prime contractors, or major subsystem manufacturers.Demonstrated success managing large, complex customer accounts and securing multi-year and/or multi-million-dollar contracts.Strong ownership, drive, and accountability for strategic customer relationships and revenue growth.Strong customer-facing presence and ability to serve as the key point person with large customer accounts and executive-level stakeholders.Strong understanding of defense procurement processes, OEM supply chains, and FAR/DFARS requirements.Working knowledge of ITAR, EAR, and export control requirements.Strong negotiation, presentation, communication, and executive relationship-building skills.Experience using CRM systems and Microsoft Office, including Excel, for forecasting and reporting.Willingness and ability to travel approximately 30–40%, primarily domestically with occasional international travel.Preferred QualificationsEstablished relationships with major defense OEMs, prime contractors, or Tier 1 defense suppliers.Technical understanding of manufacturing processes such as machining, composites, castings, forgings, or other precision manufacturing processes.Experience managing RFP/RFQ responses, proposal development, program capture, and long-term agreement negotiations.MBA or advanced technical degree.Experience selling into complex, highly regulated defense and aerospace supply chains.Key CompetenciesOwnership, drive, and accountabilityStrategic account planning and consultative sellingDefense and aerospace business developmentCustomer-facing leadership and executive presenceProduct and account growthProgram capture and opportunity developmentExecutive-level relationship managementCross-functional leadership and influenceCommercial and financial acumenPricing, margin, and contract negotiationLong-cycle sales managementStrong communication and presentation skillsHigh integrity and discretion when handling sensitive or controlled informationCompensation & Benefits$120,000–$140,000++ bonus & incentive compensationMedical, dental, and vision benefits401(k) with company matchPaid time off and company holidaysOpportunity to support mission-critical defense and aerospace programsCareer growth within an established and technically sophisticated organizationWork EnvironmentOnsite – remote/hybrid30% – 60% travel – depends on locationU.S. Citizenship requiredNo visa sponsorship availableKeywordsSales | Senior Account Manager | Senior Account Executive | Strategic Account Management | Business Development | Account Ownership | Customer-Facing | Product Growth | Defense | Aerospace | OEM | Prime Contractor | Program Capture | RFP | RFQ | Defense Manufacturing | Account Growth | Sales Strategy | Customer Relationships | Contract Negotiation