Account Manager - Aerospace & Defense

About Us
At Emerson Test & Measurement Business Group (Formerly known as National Instruments), we help the world’s leading innovators engineer and validate next-generation technologies with confidence. Our automated test and measurement platforms are trusted across Aerospace & Defense, Semiconductor, Automotive, Wireless, and Industrial markets to accelerate innovation while reducing complexity and time to market. We are looking for a driven, technically credible, and growth-oriented Aerospace & Defense Account Manager to lead strategic customer engagement and business expansion across India’s rapidly growing Aerospace & Defense ecosystem.

Role Overview
The Aerospace & Defense Account Manager will be responsible for driving growth across strategic A&D accounts by building strong customer relationships, influencing complex solution opportunities, and developing scalable partnerships with System Integrators. The ideal candidate brings strong domain understanding of Aerospace & Defense programs, experience navigating large and complex organizations, and the ability to collaborate with ecosystem partners to drive long-term business growth. This role requires a blend of business development expertise, technical acumen, partner ecosystem management, and executive stakeholder engagement.
 
In This Role, Your Responsibilities Will Be:
Own and grow strategic Aerospace & Defense accounts across India
Drive revenue growth through consultative selling and solution-led engagement
Develop trusted relationships with government organizations, defense labs, PSUs, private aerospace companies, and ecosystem partners
Work closely with System Integrators to build scalable go-to-market models and expand business reach
Identify opportunities across radar, RF & microwave, electronic warfare, avionics, communications, validation, HIL, automated test, and embedded systems
Collaborate with System Integrators to influence specifications, solution architectures, and large program opportunities
Lead account planning, pipeline development, forecasting, and executive business reviews
Coordinate with application engineering, services, partners, and global teams to deliver customer success
Lead customer presentations, technical discussions, workshops, and commercial negotiations
Engage technical and leadership stakeholders through workshops, solution presentations, and strategic discussions
Understand customer roadmaps, procurement cycles, compliance requirements, and program priorities
Track industry trends, defense modernization initiatives, and competitive activity to shape growth strategies
 
Who You Are:
You are a proactive, strategic problem solver who establishes last relationships and delivers exceptional results.

You’re comfortable managing complex accounts and driving account growth at both tactical and strategic levels.
 
For This Role, You Will Need:
Bachelor’s degree in Engineering is mandatory (Electronics, Electrical, ECE, Instrumentation, Aerospace, or related disciplines preferred)
6–10 years of experience in Aerospace & Defense sales, account management, business development, or technical consulting
Strong understanding of Aerospace & Defense test, validation, or embedded system workflows
Proven experience working with or managing System Integrators as business partners
Ability to build and scale ecosystem-driven business models
Experience engaging with defense organizations, labs, PSUs, OEMs, or strategic government programs
Strong communication, commercial negotiation, and executive engagement skills
Ability to manage long sales cycles and complex stakeholder environments
Willingness to travel based on business requirements
Strong ownership mindset and ability to drive strategic growth
Technical credibility with customer engineering and program teams
Strong collaboration skills across customers, partners, and internal teams
Ability to influence complex multi-stakeholder opportunities
High energy, execution focus, and customer obsession
Strategic thinker with a bias for action and results
Preferred Qualifications That Set You Apart:
Prior experience with National Instruments / Emerson Test & Measurement solutions will be a strong advantage
Familiarity with PXI, RF test systems, HIL platforms, modular instrumentation, or automated validation architectures
Exposure to Aerospace & Defense standards, mission systems, or electronic test systems
Experience working on large strategic programs through ecosystem and partner-led models
Knowledge of LabVIEW, TestStand, Python, or automated test software frameworks is an added advantage
 
Our Culture & Commitment to You:
At Emerson, we prioritize a workplace where every employee is valued, respected, and empowered to grow. We foster an environment that encourages innovation, collaboration, and diverse perspectives—because we know that great ideas come from great teams. Our commitment to ongoing career development and growing an inclusive culture ensures you have the support to thrive.

Whether through mentorship, training, or leadership opportunities, we invest in your success so you can make a lasting impact. We believe diverse teams, working together are key to driving growth and delivering business results. 
We recognize the importance of employee wellbeing. We prioritize providing competitive benefits plans, a variety of medical insurance plans, Employee Assistance Program, employee resource groups, recognition, and much more.

Our culture offers flexible time off plans, including paid parental leave (maternal and paternal), vacation and holiday leave.