Principal Customer Success Manager, Aerospace, Propulsion & Energy

This is a fully remote position, open to applicants in United States.

📋 Description

• Take charge of retention and growth for a targeted set of nTop's key accounts.

• Manage each customer agreement as an engineering program lasting 12 to 24 months, with a clear scope, deliverables, and milestones.

• Monitor progress, uphold accountability, and link results to customer outcomes including schedule adherence, performance, and win rates.

• Anticipate, create business cases, and negotiate renewals and multi-year agreements in the six- to seven-figure range.

• Transition customers from seat-based licenses to platform and capacity-based pricing models.

• Travel to customer locations to facilitate engineering sprints and service engagements.

• Coordinate with customer stakeholders, Field Solutions Engineers, and ensure alignment with engagement outcomes.

• Cultivate executive sponsors, conduct executive business reviews, and sustain relationships with engineering, IT, and procurement teams.

• Identify opportunities for program, division, and use case expansion while collaborating with the Strategic Account Director.

• Diagnose barriers to adoption and lead technical discussions with engineers regarding workflows.

• Assist customers in integrating nTop into AI and agentic engineering processes.

• Monitor account health, highlight risks, and manage escalations effectively.

• Collaborate with the Strategic Account Director, Field Solutions Engineering, Customer Success, Support, and Product teams.

• Utilize AI tools and ensure accurate account health and renewal forecasts within Salesforce.

• Report directly to the SVP of Sales and Customer Success.

⛳️ Requirements

• Proven experience in managing a renewal number for large enterprise SaaS accounts, with individual renewals exceeding $1M.

• Generally, 8+ years in customer success or strategic account management roles.

• Experience engaging with enterprise customers in complex, multi-stakeholder environments.

• Background in post-sale roles involving engineering software (CAD, CAE/simulation, PLM, or related engineering and digital engineering software such as MBSE or design automation), focusing on engineering leaders.

• Technical proficiency and comprehension of the engineering software landscape and CAD-to-simulation workflows.

• Possess executive presence and the capability to establish trust with senior leaders.

• Experience in negotiating substantial renewals and multi-year agreements.

• Program management skills, including the ability to manage scope, timelines, stakeholders, deliverables, and milestones.

• Must have U.S. Person status as defined by ITAR regulations.

• Willingness to travel at least 30% for customer site visits, onsite engineering engagements, and industry events.

• Strongly preferred: experience with airframe manufacturers, engine OEMs, or energy producers.

• Strongly preferred: existing connections at firms like Lockheed Martin, RTX/Pratt & Whitney, GE Aerospace, or Siemens Energy.

• Strongly preferred: experience transitioning customers from seat-based licensing to platform, usage, or value-based pricing, or managing accounts for AI, simulation-driven, or design automation products.

• Plus: hands-on experience with nTop or comparable tools.

• Plus: active security clearance (Secret or higher).

• Plus: familiarity with additive manufacturing, generative design, or advanced manufacturing techniques.

• Plus: experience in a high-growth startup or scale-up environment.

• A degree in engineering, physics, applied mathematics, computer science, or materials science is a plus.

🏝️ Benefits

• Equity.

• Comprehensive benefits package.

• Reasonable accommodation provided during the interview process.