Senior Account Manager

Fa Eocc Saasfaprod1 Open · verified Oct 9, 2026

Buffalo Full-time Senior Account Management

At a glance

Senior Account Management role at Fa Eocc Saasfaprod1. Buffalo · full-time.

Pay not stated

RoleAccount Management

SenioritySenior

LocationBuffalo

EmploymentFull-time

PostedOct 2, 2026 · 7d ago

Role brief

growthroles summary, based on the employer's posting.

What you'll do

Guide major OEM defense accounts, aligning customer program plans with the company’s capabilities
Grow assigned accounts through renewals, expansions and new program wins against sales and booking goals
Find new opportunities within current OEMs, then help shape proposals, pricing and contract discussions
Coordinate with engineering, program, quality and operations teams to meet OEM specifications, certifications and delivery needs
Negotiate long-term agreements and maintain forecasts, CRM pipeline records and updates on account risks and opportunities

What you bring

At least seven years in defense or aerospace manufacturing sales, business development or account management, including direct OEM work
A business or engineering degree, a related qualification, or equivalent experience
Experience managing complex accounts and securing large, multi-year contracts
Knowledge of defense purchasing, FAR and DFARS rules, OEM supply chains and ITAR/EAR controls
CRM and Microsoft Office or Excel skills for forecasting and reporting

Who this fits

This role suits a senior account manager comfortable with long sales cycles, executive-level relationships and cross-functional influence. You should expect domestic travel, with some international trips, of up to 30-40%.

From the employer

Key Responsibilities

Strategic Account Ownership: Serve as the primary relationship owner for the company's largest OEM defense accounts, developing account plans that align customer program roadmaps with company capabilities.
Revenue Growth: Meet or exceed annual sales targets and bookings goals through renewal, expansion, and new program capture within assigned accounts.
Program Capture & Business Development: Identify, qualify, and pursue new program opportunities within existing OEM relationships and adjacent business units; support proposal development, pricing strategy, and contract negotiations.
Cross-Functional Coordination: Partner closely with Engineering, Program Management, Quality, and Operations to ensure OEM requirements (specs, certifications, delivery schedules, AS9100/ITAR compliance, etc.) are met and communicated internally.
Contract & Pricing Negotiation: Lead commercial negotiations including long-term agreements (LTAs), pricing, terms and conditions, and volume commitments with OEM procurement and supply chain teams.
Forecasting & Reporting: Maintain accurate account forecasts, pipeline data, and program status reporting in CRM; provide leadership with regular updates on account health, risks, and opportunities.
Relationship Management: Build and maintain multi-level relationships across OEM organizations — engineering, program management, procurement, and executive leadership.
Market Intelligence: Track OEM program timelines, defense budget/appropriations trends, competitor activity, and industry developments (e.g., DoD acquisition programs, FMS opportunities) to inform account strategy.
Trade Shows & Industry Events: Represent the company at industry conferences, OEM supplier days, and trade shows (e.g., AUSA, GVSETS, MDEX) to strengthen relationships and identify new opportunities.
Compliance: Ensure all sales activities comply with ITAR/EAR export control regulations, DFARS requirements, and company ethics/compliance policies.

Required Qualifications

Bachelor's degree in Business, Engineering, or a related field (or equivalent experience).
7+ years of sales, business development, or account management experience in the defense/aerospace manufacturing industry, with direct OEM-facing experience.
Demonstrated track record of managing large, complex accounts and closing multi-year/multi-million-dollar contracts.
Strong understanding of defense procurement processes, DFARS/FAR regulations, and OEM supply chain requirements.
Working knowledge of ITAR/EAR export control compliance.
Excellent negotiation, presentation, and executive-level communication skills.
Proficiency with CRM systems (e.g., Salesforce) and Microsoft Office/Excel for forecasting and reporting.
Willingness to travel domestically (and occasionally internationally) up to 30–40%.

Preferred Qualifications

Existing relationships with major defense OEMs/primes (e.g., Lockheed Martin, General Dynamics, Boeing Defense, L3Harris).
Technical background in manufacturing processes relevant to the company's product line (e.g., machined components, composites, castings/forgings).
Experience supporting proposal responses (RFP/RFQ) and long-term agreement (LTA) negotiations.
MBA or advanced technical degree.

Key Competencies

Strategic account planning and consultative selling
Cross-functional leadership and influence without direct authority
Financial and commercial acumen (pricing, margin, contract structures)
Resilience and persistence in long sales cycles typical of defense programs
High integrity and discretion handling sensitive/controlled information