Account Director

The Sales Director – Aerospace and Defense Segment will be aligned and focused on the most critical drivers of electronic design to the Aerospace and Defense marketplace. In this role, the Segment Lead will work with the with the responsible Sr. Sales Management, Account Executives and the National Security Programs Group Director – National Security programs and National Security Programs Solutions Architect to develop and implement strategies and sales campaigns to expand the Cadence business footprint and strategic position within the Aerospace and Defense segment. The Director will define and lead the Cadence strategy and focus on partnership vehicles whereby Cadence and the designated customer/partner will work collaboratively to address a program or initiative of importance to the US Government and/or commercial A&D client. This is a highly visible and strategically important role with interactions up to and including Cadence CEO along with key policy makers, influencers, and decision makers within the Aerospace and Defense industry.

Strategic Focus:

1: Leveraging Cadence relationships, assets and capabilities towards winning business and expanding the corporate relationship with the Segment.

2: Optimizing Cadence’s go to market approach for various DoD programs in such a way as to maximize the value and ROI to Cadence.

3: Working w/ the Cadence internal BU’s, communicate requirements, manage deliverables, and optimize offerings to address opportunities in the segment.

4:  Working with Cadence internal sales finance, program management and legal organizations to develop and manage an efficient and effective contracting methodology for DoD types contracts.

5: Additionally, the Segment Lead will have responsibility for working directly with the US Govt/DOD organizations, Activities, and R&D Laboratories to influence and/or execute on relevant programs.

Requirements:

1: Track record of closing significant and innovative business at major Aerospace and Defense primes such as Northrop, Lockheed, Boeing, Raytheon, and others

2: Track record of working within the DOD ecosystem including DARPA, OSD, DMEA, and the DOD R&D Labs to win R&D programs aligned with corporate goals

3: Demonstrated strategic mindset in aligning corporate goals and roadmaps with key careabouts and programs within the DOD

4: Strong understanding of the electronics systems and semiconductor business

5: A minimum of 8 years direct sales experience including multi Line of Business transactions and with a verifiable track record of overachieving $20M plus annual sales quota’s.

6: Demonstrated knowledge of the various US Government contracting vehicles requirements including BOA’s, IDIQ’s, and OT’s

7: Demonstrated knowledge and understanding of US Government procurement regulations including FARs, DFARs, and DEARs

8: US Citizen. Active Clearance or the ability to obtain a Classified Secret or above Security Clearance

9: Location flexible but strong preference for location in the Baltimore/Washington area