Key Account Manager

Everything we do at AdaCore is centered around helping developers build safe, secure and reliable software.For 30 years, we''ve partnered with global leaders in aerospace & defense, air traffic management, space, railway and financial services. We''ve developed tools and services simplifying high-integrity software development through a subscription-based model. As demand for secure applications grows in industries like automotive, medical, energy, and IoT, we''re adapting our proven technologies to assist a new generation of developers.Our +190 global experts based in the US, France, Germany, the UK, and Estonia, collectively develop cutting-edge technologies to address the challenges of high-grade software development.Joining AdaCore is about joining a culture of innovation, openness, collaboration and dependability, which defines how we work together, with our clients and partners. About the RoleAs an Account Manager, you will play a key role in building and maintaining strong client relationships while driving business growth. You will be responsible for managing accounts, ensuring client satisfaction, and driving growth within your accounts. By collaborating closely with internal teams and understanding your client needs, you will deliver tailored solutions that align with business objectives. Your work will directly contribute to achieving revenue targets and fostering long-term partnerships that support both client success and company goals. Responsibilities:Retain, develop, and expand existing client relationships.Identify and pursue upselling and cross-selling opportunities.Build strong relationships within target accounts and act as a trusted advisor.Develop and execute account strategies to achieve sales and revenue targets.Plan and prioritize sales activities and client interactions.Identify, qualify, and convert leads into new opportunities.Manage the full sales cycle from opportunity qualification to closing.Prepare tailored proposals and offers based on client needs.Promote and sell AdaCore products and solutions.Develop and execute business development plans to grow revenue and AdaCore footprint within your accounts.Support go-to-market activities in collaboration with Marketing, Product, and Sales teams.Collaborate with Sales Engineers and Product Managers on complex customer solutions and proposals.Lead contract negotiations and establish framework agreements with clients.Ensure commercial agreements support long-term, profitable relationships.Develop and maintain strategic account plans focused on retention and growth.Analyze client data and market trends to identify new business and growth opportunities.Maintain accurate rolling forecasts and up-to-date sales activities and opportunities in the CRM.Prepare and present reports on account performance, sales activities, and pipeline.Work cross-functionally to improve customer satisfaction and maximize sales performance.Location:Hybrid position, with the candidate based within the U.S. East Coast time zone.Onsite in New York, NY, or Novi, MI (preferred). Qualifications:5 years+ in B2B sales, account management or purchasing with software development tools and solutions for embedded systems, preferably in Aerospace & Defense.Bachelor's or Master's degree desirable, or an equivalent combination of education and experience.Ability to work across engineering, operations, supply chain and quality at clientsWillingness and availability for travel 30-40% within US region requiredStrong interpersonal skills with the ability to quickly build rapport with customers.Fluency in English with excellent written and verbal communication skillsBasic sales skills, including negotiation and persuasion.Beyond the jobWe''re a global organization driven by diverse backgrounds, fostering innovation through an open exchange of ideas. We welcome applicants of all backgrounds, celebrating diversity in ethnicity, nationality, gender, age, religion, abilities, sexual orientation, veteran or marital status.Our commitment is to help our teammates, wherever they are based, feel comfortable and satisfied, by encouraging flexibility to ensure them a healthy work-life balance. Additionally, we prioritize individual development by offering continuous training from day one with a personalized onboarding plan.For more information about our recruitment process, visit our FAQ. Salary Range (base): 105-120K$ + sales bonus