Key Account Manager (m/f/d) - Aerospace, Defense & Government
Emerson
- Build & execute a multi-year account plan that identifies whitespace, site/program expansion and platform penetration, delivering sustainable share gain.
- Drive executive alignment to advance joint priorities, remove roadblocks and elevate account health.
- Generate demand early: discover programs, budgets and technical drivers; craft insight-led value propositions and robust business cases.
- Lead complex pursuits with solution architects, applications engineering, services and product; run clear opportunity strategy.
- Co-sell with S&I partners and distributors; build joint account plans, define roles, and manage governance for predictable delivery.
- Negotiate enterprise agreements, framework contracts, services agreements and public-sector tenders with legal/contracts/finance/SME support to secure favorable, value-protecting outcomes.
- Manage forecast & pipeline health with disciplined cadence (coverage, conversion, accuracy); meet and exceed bookings and profitability targets.
- Drive adoption & expansion of the NI platform (e.g., PXI/DAQ, LabVIEW/TestStand/VeriStand/SystemLink) and services; measure value realization and develop references.
- Champion the customer voice to ADG BU/Product; influence roadmaps and solution packaging for the ADG BU application areas including E2M, Radar, EW & SIGINT and adjacent RF applications.
- Uphold compliance with export-control, trade and customer-site requirements; ensure ethical selling and data handling.
- You persist in the face of challenges and setbacks.
- You anticipate customer needs and provide services that are beyond customer expectations.
- You show a tremendous amount of initiative in tough situations and are exceptional at spotting and seizing opportunities.
- You adjust communication content and style to meet the needs of diverse stakeholders.
- German citizenship and residence in Germany; fluent German and English with strong executive presence.
- 8+ years enterprise B2B sales in test & measurement or closely related high-tech with a track record of complex named-account growth and multi-stakeholder deal orchestration.
- Proven proficiency with the NI platform and selling combined hardware, software & services into engineering organizations.
- Demonstrated success leading cross-functional pursuit teams and engaging buying centers from engineers to VP level, including procurement.
- Strong commercial acumen & negotiation skills; comfort with long sales cycles, enterprise agreements and public tenders (supported by SMEs).
- Discipline in CRM-driven forecasting, pipeline governance and QBR/EBR rhythms.
- Bachelor’s degree in Electrical/Computer/Mechanical Engineering, Computer Science or related field or equivalent practical experience.
- Relationships/experience with German ADG accounts.
- RF test familiarity in ADG applications (Radar, EW & SIGINT).
- Experience co-selling with S&I partners/distributors and managing enterprise-grade, multi-site deployments.
- Familiarity with public procurement frameworks and export-control contexts.
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Own and grow a portfolio of Aerospace, Defense & Government (ADG) accounts in Germany, ranging from renowned primes to high-potential startups, by positioning Emerson T&M as a trusted advisor across the ADG Business Unit application segments Electronic Systems / Electromechanical Systems & Structures (E2M) and REW/CNS. You will lead cross-functional teams to shape opportunities early, align executives, and deliver profitable growth across the platform comprising, systems, hardware, software, and services. You’ll run a rigorous account strategy and operating cadence while executing a direct + partner motion with Solution & Integration (S&I) Partners and Distributors to scale coverage and delivery. The final book of accounts will be defined based on your experience and location.