Account Manager - Aerospace & Defense

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

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.