Sales Account Management, Principal

Job Description and Requirements

We Are

Synopsys is the leader in engineering solutions from silicon to systems, enabling customers to rapidly innovate AI-powered products. We deliver industry-leading silicon design, IP, simulation and analysis solutions, and design services. We partner closely with our customers across a wide range of industries to maximize their R&D capability and productivity, powering innovation today that ignites the ingenuity of tomorrow.

You Are

You have been in technical sales long enough to know that the best deals are not closed, they are built over months of listening, mapping stakeholder priorities, and showing up with answers before the customer even finishes asking the question. You do not pitch products. You solve problems, and you do it by understanding the engineering challenges your customers face deeply enough to position the right solution at exactly the right moment.

You are equally comfortable in a conference room with a VP of Engineering discussing roadmap alignment and on a video call with a design team lead walking through a technical proof point. Ambiguity does not slow you down. You work with what you have, ask smart follow-up questions, and keep deals moving without waiting for perfect information.

Managing multiple accounts at once is second nature to you. You know which deals need attention this week, which relationships need nurturing, and which opportunities are worth the long game. At Synopsys, you will work with customers building the next generation of semiconductors and AI-powered systems, and what you sell will directly enable that work.

What You'll Be Doing

- Build and manage relationships with existing accounts and new prospects across your assigned territory in Japan, balancing strategic planning with day-to-day execution
- Qualify customer needs through discovery conversations, technical workshops, and stakeholder mapping, then position Synopsys EDA, IP, and software solutions as the best fit
- Develop account plans that identify growth opportunities, map decision-makers, and outline clear paths to expansion and renewal
- Coordinate with technical specialists, product teams, legal, and marketing to deliver proposals, demos, and contracts that reflect real customer requirements
- Deliver accurate forecasts and pipeline updates to leadership, tracking deal progress and revenue projections across your book of business
- Represent Synopsys at industry events, trade shows, and customer seminars to generate new leads and deepen market presence
- Conduct both in-person and remote sales activities, traveling up to 50% to meet customers where they are

The Impact You Will Have

- Drive measurable revenue growth in Japan by expanding Synopsys' footprint across semiconductor, electronics, and high-tech accounts
- Enable customers to solve complex chip design, verification, and software challenges by connecting them with the right tools and expertise at the right time
- Strengthen customer retention and loyalty by delivering real value and building trust-based relationships that last beyond a single deal cycle
- Feed critical market intelligence and customer feedback back to product and engineering teams, shaping future roadmaps and solutions
- Elevate Synopsys' reputation as a trusted partner in the region by consistently showing up prepared, responsive, and solutions-oriented
- Contribute to a high-performing sales culture that values collaboration, transparency, and shared success across geographies and functions
- Model integrity, inclusion, and customer focus in every interaction, setting the standard for how Synopsys engages with the market

What You'll Need

- Bachelor's degree in engineering, business, or a related technical field, or 15+ years of proven success in technical sales roles
- Fluency in both Japanese and English, with the ability to communicate complex technical concepts clearly in both languages
- Demonstrated success managing technical sales cycles with multiple stakeholders, navigating procurement processes, and closing deals in enterprise environments
- Strong understanding of engineering workflows, semiconductor technology, or software development, enough to have credible conversations with technical buyers
- Proven ability to manage your own pipeline, prioritize competing demands, and deliver accurate forecasts without constant oversight
- Willingness to travel up to 50% within Japan and occasionally beyond to meet customers, attend events, and support regional initiatives

Who You Are

- You build trust quickly and maintain it over time, customers see you as a partner who understands their goals, not just someone trying to hit quota
- You are self-motivated and resilient, able to pursue ambitious targets without needing daily direction or hand-holding
- You can explain a complex technical tradeoff to a senior executive in two sentences without losing the nuance or oversimplifying the stakes
- You stay organized across multiple accounts, tracking action items, follow-ups, and deal stages without letting anything slip through the cracks

- You are curious about technology and eager to learn, whether that means understanding a new IP block or how a customer's design flow actually works
- You adapt quickly to feedback, shifting priorities, and new information, treating change as an opportunity rather than a disruption

The Team You'll Be Part Of

You will join a dynamic, cross-functional sales team that values collaboration, innovation, and customer success. The team is dedicated to empowering customers in the semiconductor, electronics, and high-tech sectors, supporting each other's growth, and celebrating shared achievements. You'll work closely with account managers, technical experts, marketing professionals, and leadership to deliver best-in-class solutions and drive Synopsys' continued market leadership.

Rewards and Benefits

We offer a comprehensive range of health, wellness, and financial benefits to cater to your needs. Our total rewards include both monetary and non-monetary offerings. Your recruiter will provide more details about the salary range and benefits during the hiring process.

At Synopsys, we want talented people of every background to feel valued and supported to do their best work. Synopsys considers all applicants for employment without regard to race, color, religion, national origin, gender, sexual orientation, age, military veteran status, or disability.