Sales Account Management, Sr Staff - 17708

Synopsys Inc is the leader in engineering solutions from silicon to systems, enabling customers to rapidly innovate AI-powered products. The Senior Staff Sales Account Manager will partner with sales professionals and engineers to execute account strategies, develop technical proposals, and close high-value IP deals in the semiconductor industry.

Responsibilities:

• Partner with senior IP sales professionals, executive account managers, and field application engineers to build and execute account strategies that meet and exceed sales targets across your assigned territory or product line
• Evaluate customer IC design requirements, map them against Synopsys' IP portfolio and roadmap, and develop technical proposals that address both business objectives and engineering constraints
• Develop complex technical sales plans including competitive displacements, multi-year licensing agreements, and creative deal structures that require coordination across business units, legal, finance, and order processing
• Lead proposal development and contract negotiation, working cross-functionally to structure agreements that close business while meeting customer timelines and technical needs
• Support field teams in driving IP selling strategies by understanding customer design challenges, identifying gaps in their architecture, and positioning Synopsys IP as the solution
• Engage directly with engineering teams at customer sites to assess technical fit, answer deep technical questions, and build credibility that turns technical wins into closed deals
• Track customer design cycles, anticipate IP needs before RFPs hit, and position Synopsys early in the evaluation process to win competitive opportunities
• Drive measurable revenue growth in your territory or product line by closing high-value IP deals that directly contribute to Synopsys' market leadership in semiconductor IP
• Shorten customer time-to-market by delivering IP solutions that solve architecture bottlenecks and reduce design risk in complex SoC projects
• Influence Synopsys IP roadmap and product strategy by feeding real customer requirements and competitive intelligence back to product marketing and engineering teams
• Build long-term customer relationships that result in repeat business, expanded IP adoption across multiple projects, and increased wallet share within strategic accounts
• Win competitive displacements by developing technical differentiation strategies that position Synopsys IP against alternatives in high-stakes evaluations
• Strengthen Synopsys' reputation in the market by delivering on commitments, solving hard problems, and becoming the trusted advisor customers call when they need to de-risk a design decision
• Contribute to team success by sharing best practices, mentoring junior account managers, and helping refine sales processes that scale across the organization

Requirements:

• BSEE, BSCS, or equivalent degree with a minimum of eight years of experience in IC design engineering, IP sales, or technical account management in the semiconductor industry
• Deep working knowledge of IC design methodologies and IP building blocks including interface IP (PCIe, DDR, USB, MIPI), foundation IP (standard cells, memory compilers, I/O), and embedded processors
• Proven track record of meeting or exceeding sales quotas in a technical sales or account management role, ideally selling IP, EDA tools, or semiconductor solutions
• Ability to understand complex technical requirements, assess product fit, and translate engineering needs into compelling proposals that close business
• Strong communication skills with the ability to engage engineering teams on technical details and explain the same concepts to executives and non-technical stakeholders in clear, business-focused terms
• Experience coordinating cross-functional deal execution involving legal, finance, product teams, and executive stakeholders to navigate complex contract negotiations
• Comfort working in competitive sales environments where creative deal structures, technical differentiation, and relationship-building