Strategic OEM Defense Account Leader

Total Energies; Washington (District of Columbia); On-site; USD 120,000 - 180,000; Full time

Job summary

TotalEnergies in the United States seeks a Senior Strategic Account Manager to own strategic OEM defense relationships, align roadmaps, and drive multi-year revenue growth across key accounts. You will coordinate with engineering, program management, and procurement to meet strict ITAR/DFARS compliance and deliver on program milestones.

You will lead negotiations on LTAs and pricing, manage forecasts in CRM, and represent the company at industry events to identify new opportunities while

Qualifications

• Bachelor's degree in Business, Engineering, or a related field (or equivalent experience).
• 7+ years of sales, business development, or account management experience in the defense/aerospace manufacturing industry, with direct OEM-facing experience.
• Demonstrated track record of managing large, complex accounts and closing multi-year/multi-million-dollar contracts.
• Strong understanding of defense procurement processes, DFARS/FAR regulations, and OEM supply chain requirements.
• Working knowledge of ITAR/EAR export control compliance.
• Excellent negotiation, presentation, and executive-level communication skills.
• Proficiency with CRM systems (e.g., Salesforce) and Microsoft Office/Excel for forecasting and reporting.
• Willingness to travel domestically (and occasionally internationally) up to 30-40%.

Responsibilities

• Strategic Account Ownership: primary relationship owner for the company's largest OEM defense accounts.
• Revenue Growth: meet/exceed annual sales targets through renewal, expansion, and new program capture.
• Program Capture & Business Development: identify and pursue new opportunities; support proposals, pricing, and contracts.
• Cross-Functional Coordination: partner with Engineering, PM, Quality, Operations to meet OEM requirements.
• Contract & Pricing Negotiation: lead negotiations including LTAs, pricing, terms, and volume commitments.
• Forecasting & Reporting: maintain forecasts, pipeline data, and program status in CRM; provide updates on health, risks, opportunities.
• Relationship Management: build multi-level relationships across OEM organizations.
• Market Intelligence: track program timelines, defense budget trends, competitor activity, and industry developments.
• Trade Shows & Industry Events: represent the company at OEM events to identify opportunities.
• Compliance: ensure all sales activities align with ITAR/EAR, DFARS, and ethics policies.

Skills

Strategic account planning

Cross-functional leadership

Negotiation

Executive-level communication

Forecasting and reporting

Relationship management

Market intelligence

Travel readiness

Education

Bachelor's degree in Business, Engineering, or related field

MBA or advanced technical degree

Tools

Salesforce

Microsoft Office/Excel

Job description

TotalEnergies in the United States seeks a Senior Strategic Account Manager to own strategic OEM defense relationships, align roadmaps, and drive multi-year revenue growth across key accounts. You will coordinate with engineering, program management, and procurement to meet strict ITAR/DFARS compliance and deliver on program milestones.

You will lead negotiations on LTAs and pricing, manage forecasts in CRM, and represent the company at industry events to identify new opportunities while