Senior Key Account Manager - Industrial Robotics & Defense (f/m/d)

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While this role is primarily centered on hardware solution selling , success requires a full-solution mindset-bringing together hardware, software, and services to solve complex customer challenges across both established and emerging organizations.

You will bring a strong point of view to customer engagements, orchestrate internal and partner resources, and manage opportunities across the full lifecycle-from pipeline creation to predictable quarterly closure.

Ideally, you bring a strong Robotics & Defense background and rolodex that will help us achieve our growth initiatives.

Responsibilities & Accountabilities

Account & Customer Relationship Management

• Territory
• This role is based in

• Mid-sized technology firms

•

• Expansion Opportunity Identification:

Proactively uncover upsell and expansion opportunities within existing accounts by aligning with internal delivery, engineering, and customer success teams. •

Identify and assess new business opportunities, emerging markets, and strategic partnerships within the Aerospace, Government and Defense sectors. Analyze public information such as press releases, funding announcements, earnings, and industry trends to anticipate customer needs and competitive dynamics.

• Complex Deal Leadership:

Orchestrate cross-functional teams across engineering, product, services, legal, and partners to ensure the right resources are applied at the right stage of the sales cycle. •

• Pipeline Creation:

Maintain a disciplined approach to prospecting and weekly funnel creation; this role is responsible for generating substantial new outbound pipeline across robotics and drone markets. •

• Collaborate with marketing, inside sales, SDR teams, Aptiv- Wind River & Winchester sales teams, Customer Success, engineering, delivery, and product teams to scale pipeline and uncover new customer needs.
• Partner with internal stakeholders to identify emerging opportunities, validate customer requirements, and create winning strategies.
• Build a strong

Experience

• Minimum 12 years of Aerospace/Government/Drone, or defense technology sales experience

, including substantial experience with

• Expertise in robotics, drones, autonomy, or unmanned systems

strongly preferred.

• Experience selling into

is a strong plus.

• Understanding of cloud, edge, embedded systems, safety-critical, and mission-critical environments.

• Strong sense of urgency

and bias for action. •

• Bachelor's degree in Business, Engineering, Computer Science, or related field; advanced degree a plus.
• Willingness to travel as required for customer visits, trade shows, and industry events.
• Must be legally authorized to work in the United States without requiring visa sponsorship now or in the future.

• Impact:

Shape the future of robotics, drones, industrial automation, aerospace, defense, and next-generation autonomous systems. •

• You can grow at Aptiv. Aptiv provides an inclusive work environment where all individuals can grow and develop, regardless of gender, ethnicity or beliefs
• You can have an impact. Safety is a core Aptiv value; we want a safer world for us and our children, one with: Zero fatalities, Zero injuries, Zero accidents

• Our working style: flexible work environment Learning, professional growth and development in a world-recognized international environment.
• Access to internal & external training, coaching & certifications.
• Recognition for innovation and excellence.
• Opportunities to give back to the community