Key Account Manager/Sr Sales Engineer-EDA

The Account Manager will be responsible for driving revenue growth and managing key customer relationships across Private, Government, and Defense sectors in the Electronic Design Automation (EDA) domain. The role requires a strong understanding of semiconductor design flows, EDA tools, and the ability to navigate complex enterprise and government sales cycles.

Key Responsibilities

Business Development & Sales

• Drive end-to-end sales cycle for EDA tools and solutions in assigned territory/accounts
• Identify, qualify, and develop new business opportunities across PSUs, DRDO labs, defense organizations, and private semiconductor companies
• Achieve quarterly and annual revenue targets
• Build and manage a strong sales pipeline with accurate forecasting

Account Management

• Manage and grow relationships with existing strategic accounts
• Act as the primary point of contact for customers
• Identify cross-sell and upsell opportunities within existing accounts
• Ensure high customer satisfaction and long-term engagement

Government & Defense Engagement

• Handle tendering processes (RFP/RFQ) and compliance requirements
• Work with procurement teams and understand GeM portal / government buying processes
• Engage with key stakeholders in defense and government organizations

Technical & Solution Selling

• Collaborate with FAE (Field Application Engineering) teams for technical presentations and demos
• Understand customer requirements and propose appropriate EDA solutions
• Participate in technical discussions, workshops, and POCs

Market Intelligence

• Track industry trends in semiconductor design, EDA tools, and defense electronics
• Provide competitive insights and feedback to internal teams
• Identify emerging opportunities in Make in India / Semiconductor Mission initiatives

Required Skills & Qualifications

Education

• Bachelors degree in Electronics / EEE / ECE
• MBA (preferred but not mandatory)

Experience

• 57 years of experience in:
• EDA tools sales / semiconductor design services / embedded systems sales
• Experience in handling government or defense accounts is highly preferred

Technical Knowledge

• Basic understanding of:
• ASIC/FPGA design flow
• Verification, PCB design, or embedded systems
• Leading EDA tools ecosystem

Sales Skills

• Strong B2B sales and negotiation skills
• Experience in solution selling and consultative sales approach
• Ability to manage long sales cycles and complex deals

Soft Skills

• Excellent communication and presentation skills
• Strong relationship-building ability
• Self-driven, result-oriented, and proactive

Key Performance Indicators (KPIs)

• Revenue achievement vs target
• Pipeline growth and conversion rate
• Customer acquisition and retention
• Government/Dfense deal closures
• Account penetration and growth

Travel Requirements

• Willingness to travel across North India for customer meetings and engagements