Overview
The US Military and Defense Key Account Manager – Aerospace & Defense is responsible for managing and growing strategic relationships with the U.S. Department of War, military branches, prime contractors, and system integrators. This role drives business development, influences customer requirements, ensures the execution of key account plans, and aligns company product and technology roadmaps with customer needs. Responsibilities
Develop and execute Key Account Plans for assigned defense customers. Detect customer needs and create favorable conditions for product selection, in alignment with internal directorates. Establish and manage NDAs, MoUs, and MoAs with customers. Build and maintain strong relationships with senior DoD and prime contractor stakeholders. Measure customer satisfaction and manage potential issues proactively. Identify and pursue new business opportunities within assigned accounts. Influence RFIs and RFPs to align with company capabilities. Anticipate bid opportunities and ensure well-organized, competitive responses. Engage institutional and government decision-makers relevant to customer programs. Represent the company at industry trade shows, technical events, and senior-level meetings. Provide customer insights, market intelligence, and competitive analysis to marketing, product management, and R&T teams. Align products and technical roadmaps with customer needs via Tech Days, and other forums. Coordinate actions across product line managers, sales, programs, technical, support, quality, and operations teams to ensure unified customer engagement. Participate in the preparation and presentation of commercial offers. Support contract negotiations and multi-program deal consistency. Ensure compliance with FAR/DFARS, ITAR, and export control regulations. Support overdue account recovery when required. Recommend communication actions to enhance visibility with the customer. Lead continuous improvement initiatives within the Key Account Management function. Track KPIs, forecast accuracy, and account health metrics to ensure performance. Job Requirements
Education/Experience: Bachelor\'s degree in Business, Engineering, or related field; MBA preferred. 8–10 years of experience in aerospace, defense, or military-focused account management. Proven success in securing and managing complex defense contracts. Proficiency with CRM tools, Microsoft Office Suite, and familiarity with ERP/EAM/PLM systems. U.S. Citizenship required; active or eligible security clearance preferred. Knowledge, Skills, and Abilities: In-depth understanding of U.S. Department of War procurement processes, including FAR/DFARS regulations and defense acquisition lifecycle. Strong knowledge of aerospace and defense products, systems, and services relevant to U.S. military applications. Familiarity with ITAR, export controls, and government compliance requirements. Understanding of prime contractors, system integrators, and subcontractor networks within the defense ecosystem. Awareness of competitive landscape, industry trends, and emerging defense technologies. Leadership Skills / Management Skills / Personal Skills Leadership Skills:
Ability to set vision, develop strategy, and rally cross-functional teams around key objectives. Skilled in guiding internal stakeholders (programs, engineering, legal, operations, finance) toward common goals in complex sales cycles. Experience influencing without direct authority in a matrixed organization. Management Skills:
Account planning and pipeline management with a disciplined approach to forecasting. Contract negotiation and management within government frameworks. Budget management and resource allocation to maximize account profitability. Personal Skills:
Exceptional interpersonal and relationship-building skills with senior-level defense stakeholders. Persuasive negotiation and presentation skills tailored to highly technical and regulated environments. Strong problem-solving, adaptability, and resilience in high-pressure situations. High integrity, discretion, and trustworthiness—essential in defense industry engagements. Travel Requirements
Willingness and ability to travel up to 40%, primarily domestic travel to military installations, prime contractor facilities, and defense industry events; occasional international travel to our facilities.
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The US Military and Defense Key Account Manager – Aerospace & Defense is responsible for managing and growing strategic relationships with the U.S. Department of War, military branches, prime contractors, and system integrators. This role drives business development, influences customer requirements, ensures the execution of key account plans, and aligns company product and technology roadmaps with customer needs. Responsibilities
Develop and execute Key Account Plans for assigned defense customers. Detect customer needs and create favorable conditions for product selection, in alignment with internal directorates. Establish and manage NDAs, MoUs, and MoAs with customers. Build and maintain strong relationships with senior DoD and prime contractor stakeholders. Measure customer satisfaction and manage potential issues proactively. Identify and pursue new business opportunities within assigned accounts. Influence RFIs and RFPs to align with company capabilities. Anticipate bid opportunities and ensure well-organized, competitive responses. Engage institutional and government decision-makers relevant to customer programs. Represent the company at industry trade shows, technical events, and senior-level meetings. Provide customer insights, market intelligence, and competitive analysis to marketing, product management, and R&T teams. Align products and technical roadmaps with customer needs via Tech Days, and other forums. Coordinate actions across product line managers, sales, programs, technical, support, quality, and operations teams to ensure unified customer engagement. Participate in the preparation and presentation of commercial offers. Support contract negotiations and multi-program deal consistency. Ensure compliance with FAR/DFARS, ITAR, and export control regulations. Support overdue account recovery when required. Recommend communication actions to enhance visibility with the customer. Lead continuous improvement initiatives within the Key Account Management function. Track KPIs, forecast accuracy, and account health metrics to ensure performance. Job Requirements
Education/Experience: Bachelor\'s degree in Business, Engineering, or related field; MBA preferred. 8–10 years of experience in aerospace, defense, or military-focused account management. Proven success in securing and managing complex defense contracts. Proficiency with CRM tools, Microsoft Office Suite, and familiarity with ERP/EAM/PLM systems. U.S. Citizenship required; active or eligible security clearance preferred. Knowledge, Skills, and Abilities: In-depth understanding of U.S. Department of War procurement processes, including FAR/DFARS regulations and defense acquisition lifecycle. Strong knowledge of aerospace and defense products, systems, and services relevant to U.S. military applications. Familiarity with ITAR, export controls, and government compliance requirements. Understanding of prime contractors, system integrators, and subcontractor networks within the defense ecosystem. Awareness of competitive landscape, industry trends, and emerging defense technologies. Leadership Skills / Management Skills / Personal Skills Leadership Skills:
Ability to set vision, develop strategy, and rally cross-functional teams around key objectives. Skilled in guiding internal stakeholders (programs, engineering, legal, operations, finance) toward common goals in complex sales cycles. Experience influencing without direct authority in a matrixed organization. Management Skills:
Account planning and pipeline management with a disciplined approach to forecasting. Contract negotiation and management within government frameworks. Budget management and resource allocation to maximize account profitability. Personal Skills:
Exceptional interpersonal and relationship-building skills with senior-level defense stakeholders. Persuasive negotiation and presentation skills tailored to highly technical and regulated environments. Strong problem-solving, adaptability, and resilience in high-pressure situations. High integrity, discretion, and trustworthiness—essential in defense industry engagements. Travel Requirements
Willingness and ability to travel up to 40%, primarily domestic travel to military installations, prime contractor facilities, and defense industry events; occasional international travel to our facilities.
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