[Hiring] Senior Account Manager @Keysight Technologies, Inc.

Role Description

This position will be responsible for managing, nurturing and developing relationships with strategically important large customer accounts; targeting new opportunities for value sell and value discovery; building executive relationships that link complex customer needs to Keysight; ensuring collaboration with technical teams to differentiate Keysight over the competition; and achieving budgeted sales quotas to designated named customer accounts.

• Actively pursue opportunities to identify and win software licensing and services business with the goal of profitable growth and sustainability of Keysight and in alignment with the corporate strategic objectives.
• Promote Keysight values and strategic vision to get customer commitments on a long-term business transformation.
• Develop and maintain a 3-year sales plan per selected key industries and customers in accordance with the Keysight guidelines and processes in qualifying prospects and opportunities.
• Protect existing revenue streams, identify new opportunities and markets and execute competitive "win-back" strategies.
• Prepare action plans for effective search of sales leads and prospects to penetrate new and existing markets and customers.
• Establish and maintain thorough understanding of the customers' markets, their important customers, and their main competitors.
• Establish effective internal and external working relationships, to ensure the effective delivery of software solutions, services, and trainings.
• Identify customer issues and ensure appropriate and timely problem resolution.
• Use the CRM tool to track sales opportunities and accurately forecast sales revenue.
• Deliver sales, marketing and technical presentation materials for customers and strategic partners within the guidelines set by Keysight.
• Co-ordinate preparation of software quotations and consulting services cost proposals for submission to customers in accordance to Keysight's standard guidelines on pricing and product specifications.
• Remain current on all Keysight offerings to adequately represent viable solutions in alignment with customers' needs and business metrics.
• Advise Keysight marketing and technical staff about all opportunities for alternative or new technology solutions and services that can help achieve Keysight's business growth goals.

Qualifications

• Bachelor's degree in Engineering or business
• Eight years outside sales experience selling similar products in same targeted industries
• Three years of experience managing large, complex accounts
• Highly motivated self-starter that consistently exceeds quotas
• Strong business acumen and experience developing compelling value propositions
• Proven ability to develop, maintain and leverage executive relationships
• Strong teaming, communication and organizational skills
• Proven track record of successful enterprise software (PLM, PLL, ERM, CRM, SCM)
• Strong negotiation skills
• Knowledge of industry markets a plus: Aerospace & Defense, Electronics

Requirements

• This position requires access to technology and/or technical data that is subject to U.S. export controls. You must be a U.S. citizen, lawful permanent resident of the U.S., protected individual under 8 U.S.C. 1324b(a)(3), or eligible to obtain required authorizations from the U.S. Government.

Benefits

• Medical, dental and vision
• Health Savings Account
• Health Care and Dependent Care Flexible Spending Accounts
• Life, Accident, Disability insurance
• Business Travel Accident and Business Travel Health
• 401(k) Plan
• Flexible Time Off, Paid Holidays
• Paid Family Leave
• Discounts, Perks
• Tuition Reimbursement
• Adoption Assistance
• ESPP (Employee Stock Purchase Plan)