Key Account Manager- US Military & Defense
Company : Safran Electronics & Defense
Job field : Sales & Marketing
Location : Irvine , California , United States
Contract @type : Permanent
Contract duration : Full-time
Required degree : Bachelor's Degree
Required experience : More than 8 years
Professional status : Professional, Engineer & Manager
Salary range : $147K-$188K
2025-162594
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Job Description
At Safran Electronics & Defense Avionics USA, we are driven by innovation, precision, and purpose. As part of the global Safran Group, our culture is built on teamwork, collaboration, and a shared commitment to excellence through our global initiative, Safran Together. Join a passionate team where your contributions make an impact-because at Safran, we move forward together.
Job Summary:
The US Military and Defense Key Account Manager - Aerospace & Defense is responsible for managing and growing strategic relationships with the U.S. Department of Defense (DoD), military branches, prime contractors, and system integrators. This role drives business development, influences customer requirements, ensures the execution of key account plans, and aligns company product and technology roadmaps with customer needs.
Essential Job Functions:
Strategic Account Management:
Develop and execute Key Account Plans for assigned defense customers.
Detect customer needs and create favorable conditions for product selection, in alignment with internal directorates.
Establish and manage NDAs, MoUs, and MoAs with customers.
Build and maintain strong relationships with senior DoD and prime contractor stakeholders.
Measure customer satisfaction and manage potential issues proactively.
Business Development & Customer Influence:
Identify and pursue new business opportunities within assigned accounts.
Influence RFIs and RFPs to align with company capabilities.
Anticipate bid opportunities and ensure well-organized, competitive responses.
Engage institutional and government decision-makers relevant to customer programs.
Represent the company at industry trade shows, technical events, and senior-level meetings.
Alignment with Strategic Roadmaps:
Provide customer insights, market intelligence, and competitive analysis to marketing, product management, and R&T teams.
Align products and technical roadmaps with customer needs via Tech Days, and other forums.
Coordinate actions across product line managers, sales, programs, technical, support, quality, and operations teams to ensure unified customer engagement.
Commercial & Contract Execution:
Participate in the preparation and presentation of commercial offers.
Support contract negotiations and multi-program deal consistency.
Ensure compliance with FAR/DFARS, ITAR, and export control regulations.
Support overdue account recovery when required.
Communications & Continuous Improvement:
Recommend communication actions to enhance visibility with the customer.
Lead continuous improvement initiatives within the Key Account Management function.
Track KPIs, forecast accuracy, and account health metrics to ensure performance.
Job Requirements
Required Competencies:
Education/Experience:
Bachelor's degree in Business, Engineering, or related field; MBA preferred.
8-10 years of experience in aerospace, defense, or military-focused account management.
Proven success in securing and managing complex defense contracts.
Proficiency with CRM tools, Microsoft Office Suite, and familiarity with ERP/EAM/PLM systems.
U.S. Citizenship required; active or eligible security clearance preferred.
Knowledge, Skills, and Abilities:
In-depth understanding of U.S. Department of Defense (DoD) procurement processes, including FAR/DFARS regulations and defense acquisition lifecycle.
Strong knowledge of aerospace and defense products, systems, and services relevant to U.S. military applications.
Familiarity with ITAR, export controls, and government compliance requirements.
Understanding of prime contractors, system integrators, and subcontractor networks within the defense ecosystem.
Awareness of competitive landscape, industry trends, and emerging defense technologies.
Leadership Skills / Management Skills / Personal Skills
Leadership Skills:
Ability to set vision, develop strategy, and rally cross-functional teams around key objectives.
Skilled in guiding internal stakeholders (programs, engineering, legal, operations, finance) toward common goals in complex sales cycles.
Experience influencing without direct authority in a matrixed organization.
Management Skills:
Account planning and pipeline management with a disciplined approach to forecasting.
Contract negotiation and management within government frameworks.
Budget management and resource allocation to maximize account profitability.
Personal Skills:
Exceptional interpersonal and relationship-building skills with senior-level defense stakeholders.
Persuasive negotiation and presentation skills tailored to highly technical and regulated environments.
Strong problem-solving, adaptability, and resilience in high-pressure situations.
High integrity, discretion, and trustworthiness-essential in defense industry engagements.
Travel Requirements:
Willingness and ability to travel up to 40%, primarily domestic travel to military installations, prime contractor facilities, and defense industry events; occasional international travel to Safran facilities.
But what else? (advantages, specific features, etc.)
All qualified applicants will receive consideration for employment without regard to race, color, sex, sexual orientation, gender identity, religion, national origin, disability, veteran status, or other legally protected status.
Company Information
Safran is an international high-technology group, operating in the aviation (propulsion, equipment and interiors), defense and space markets. Its core purpose is to contribute to a safer, more sustainable world, where air transport is more environmentally friendly, comfortable and accessible. Safran has a global presence, with 100,000 employees and sales of 27.3 billion euros in 2024, and holds, alone or in partnership, world or regional leadership positions in its core markets.
Safran is in the 2nd place in the aerospace and defense industry in TIME magazine's "World's best companies 2024" ranking.
Safran Electronics & Defense offers its customers onboard intelligence solutions allowing them to understand the environment, reduce mental load and guarantee a trajectory, even in critical situations, in all environments: on land, at sea, in the sky or space. The company harnesses the expertise of its 13,000 employees towards these three functions: observe, decide and guide, for the civil and military markets.
Locate your future workplace
1833 Alton ParkwayCA 92606
Irvine
California United States
Safran is an Equal Opportunity Employer
All qualified applicants will receive consideration for employment without regard to race, color, sex, sexual orientation, gender identity, religion, national origin, disability, veteran status, or other legally protected status.
