Key Account Manager

AdaCore: Helping Developers Build Software that Matters

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 150 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 customers and partners.

Context

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, to play a crucial role in empowering customers to develop high-integrity software solutions that meet the most stringent security and safety requirements.

You will use your industry knowledge and enterprise software sales experience to identify and qualify deals, leading to sales opportunities with both new and existing customers.

Key Responsibilities:

Account Growth and Retention:

• Cultivate and expand existing business and client relationships.
• Identify opportunities for upselling and cross-selling additional products or services to existing clients.
• Propose some creative approaches to optimize our revenue while ensuring satisfaction of our clients

Sales Strategy and Contract Negotiations:

• Collaborate with the sales team to devise account-specific sales strategies and tactics.
• Lead contract negotiations, establishing framework contracts with customers to ensure long-term profitability.
• Collaborate with Technical Account Managers and Product Managers to develop custom proposals to solve complex customer challenges

Business Development:

• Develop and execute strategic business development plans to drive revenue growth and expand market presence in the assigned region.
• Develop, build and grow an effective presence within target accounts and become a trusted advisor to all customer interactions.
• Qualify and convert leads into new opportunities, following defined qualification criteria.

Data Analysis and Reporting:

• Analyze client data and market trends to identify opportunities for account growth and improvement.
• Prepare and deliver insightful reports on account performance and sales activities.

Team Collaboration:

• Collaborate seamlessly with colleagues from various departments, including marketing, product development, and customer support, to ensure an exceptional client experience.

Qualifications:

• 3 - 5 years of B2B sales experience, with a preference for a background 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, visiting EU customers on-site.
• Strong interpersonal skills, with the ability to quickly build rapport with customers
• Optional: Technical understanding of critical software development and certification.

Beyond the job

We'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.