Key Account Manager

AdaCore, a leading software editor specializing in mission-critical applications, is actively seeking an experienced Key Account Manager to join our dynamic EU Sales Team. 

Everything we do at AdaCore is centered around helping developers build the safest, most secure open-source software. 

For over 25 years, we've worked with global leaders across avionics, aerospace and defense industries, building tools and providing services that ease the complex and difficult process of developing high-integrity software. As the need for truly secure and reliable applications expands into industries such as automotive, medical, energy, and IOT, we’re advancing our time-tested technologies to bring expertise and services to help a whole new generation of developers.

Our 150 experts worldwide in the US (New York), France (Paris, Toulouse, Grenoble and Vannes), the UK, Estonia and Germany all play a role in developing bleeding edge technologies to meet the highest grade of 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.

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 expertise to identify and qualify deals, leading to sales opportunities with both new and existing customers.

Key Responsibilities:

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.

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

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:

• 4 - 7 years of B2B sales experience, with a preference for a background in Enterprise software sales in a related industry

• Technical understanding of critical software development and certification.

• Proven experience in the aerospace & defense industry, with an established professional network.

• Willingness and ability to travel, visiting EU military customers on-site.

• Fluent in French; fluent English is essential. Proficiency in German is a plus.

• Excellent written and verbal communication skills.

• Strong interpersonal skills, with the ability to quickly build rapport with customers.

Join AdaCore and be a key player in shaping the future of critical software development!

Beyond the job

We are looking for individuals who want their work to have a direct impact on improving the reliability, safety and security of the software that modern society has grown increasingly dependent on in an international environment. Our sales and marketing team is staffed with multi-talented, tenacious and creative individuals; and our HR team is committed to ensuring your tenure with AdaCore is a positive one.

AdaCore is a global organization driven by a team that personifies many different backgrounds and experiences. We are also a technology company that celebrates the open exchange of ideas, which makes innovation possible! We encourage applicants of all backgrounds to consider joining us. We welcome people of all ethnicities, nationalities, gender identities or expressions, ages, religions, physical abilities, sexual orientations, veteran status, or marital status; we celebrate everything that makes you uniquely, undeniably you. 

We encourage our employees to explore their curiosity by providing them ongoing and lifelong training from their first day in AdaCore with a strong onboarding plan. As we know that juggling work and life is challenging, we offer flexibility to accommodate personal needs and work commitments.  

AdaCore offers competitive compensation, benefits and thoughtful perks (summer meetings, activity weekends, Holiday dinner etc). We go beyond industry standards to help keep our employees comfortable and satisfied both on and off the job, no matter where they are based.