Key Account Manager

AdaCore (Headquarters: Paris, France / Tallinn, Estonia)

Sales Account Management Aerospace Defense Enterprise Software B2B CRM Contract Negotiation Business Development Sales

Company: AdaCore helps 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.

Role: AdaCore is seeking a Key Account Manager to join our dynamic EU Sales Team. This pivotal role involves cultivating and enhancing relationships with key clients, primarily in the Aerospace and Defense industry, playing a crucial role in empowering customers to develop high-integrity software solutions.

Responsibilities:
Account Growth and Retention: Cultivate and expand existing business and client relationships. Identify opportunities for upselling and cross-selling. Propose creative approaches to optimize revenue while ensuring client satisfaction.
Sales Strategy and Contract Negotiations: Collaborate with the sales team on account-specific strategies. Lead contract negotiations and establish framework contracts. Collaborate with Technical Account Managers and Product Managers on custom proposals.
Business Development: Develop and execute strategic business development plans. Build an effective presence within target accounts and become a trusted advisor. Qualify and convert leads into new opportunities.
Data Analysis and Reporting: Analyze client data and market trends. Prepare and deliver reports on account performance and sales activities.
Team Collaboration: Work seamlessly with marketing, product development, and customer support teams.

Ideal Candidate:
3 - 5 years of B2B sales experience, preferably in Enterprise software sales in the Aerospace and Defense industry.
Fluent in French and English (excellent written and verbal communication skills).
Willingness and ability to travel within the EU.
Strong interpersonal skills, ability to build rapport quickly.
Optional: Technical understanding of critical software development and certification.