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.