Strategic OEM Defense Account Leader

TotalEnergies Group; Buffalo (NY); Hybrid; USD 120,000 - 180,000; Full time

Job summary

TotalEnergies Group in Buffalo, NY seeks a Senior Strategic Account Manager for the defense/aerospace sector to own top OEM relationships, align programs with company capabilities, and drive revenue growth.

You will lead negotiations, coordinate across engineering, program management and operations, ensure ITAR/EAR compliance, and maintain accurate forecasts while traveling up to 30–40%.

Qualifications

• Bachelor's degree in Business, Engineering, or related field.
• 7+ years in defense/aerospace sales, business development, or account management with direct OEM exposure.
• Proven track record closing multi-year/multi-million-dollar contracts.
• Strong knowledge of defense procurement processes and DFARS/FAR regulations.
• Working knowledge of ITAR/EAR export controls.
• Excellent negotiation and executive-level communication skills.
• Proficiency with CRM systems (Salesforce) and Excel; willing to travel 30-40%.

Responsibilities

• Own strategic accounts and align customer program roadmaps with company capabilities.
• Meet/exceed annual sales targets through renewals, expansions, and new captures.
• Identify and pursue new program opportunities; support proposals, pricing, and negotiations.
• Coordinate with Engineering, PM, Quality, and Operations to meet OEM requirements (specs, certifications, delivery).
• Lead commercial negotiations including LTAs, pricing, terms, and volume commitments.
• Maintain accurate CRM data, forecasts, and program status; report account health and risks.
• Build multi-level relationships across OEMs—engineering, program management, procurement, executives.
• Track market timelines, defense budget trends, and competitor activity to inform strategy.
• Represent company at industry conferences and OEM supplier days to identify opportunities.
• Ensure compliance with ITAR/EAR and DFARS policies.

Skills

Account management

Business development

Negotiation

Cross-functional collaboration

Forecasting

Relationship building

Market intelligence

Industry events

Compliance awareness

Strategic planning

Education

Bachelor's degree in Business/Engineering related field

MBA (preferred)

Tools

Salesforce

Microsoft Excel

Job description

TotalEnergies Group in Buffalo, NY seeks a Senior Strategic Account Manager for the defense/aerospace sector to own top OEM relationships, align programs with company capabilities, and drive revenue growth.

You will lead negotiations, coordinate across engineering, program management and operations, ensure ITAR/EAR compliance, and maintain accurate forecasts while traveling up to 30–40%.