[Hiring] Regional Sales Manager, Federal (DoD) @Keysight Technologies, Inc.

Role Description

This role requires deep knowledge of Federal Sales and experience to run a Federal sales territory including:

• Pipeline development
• Territory planning
• Account planning
• Forecasting
• Quota attainment
• Sales presentations
• Short term, mid-term, long-term opportunity management

Responsibilities include:

• Establish access and maintain active relationships with key DoD decision makers (across all IT and senior executive levels) in industry, partners, and customers to drive all pertinent issues related to sales strategy and goal attainment.
• Identify, develop and execute account strategy to close new business opportunities and expand revenue with customers across the assigned region; independently and cooperatively.
• Scope, negotiate and bring to closure agreements to exceed booking and revenue quota targets.
• Target and gain access to decision makers in key prospect accounts in the assigned territory.
• Collaborate with operative peers across functions (including field sales, channel, marketing, sales operations, sales engineering, services, customer support, and product management) to create visibility with target accounts and drive engagement of target prospects at both the individual contributor and executive level.
• Work cooperatively with industry partners and Value Added Reseller (VAR) channel to leverage their established account presence and relationships.
• Forecast with a high degree of accuracy through Salesforce.com.

Qualifications

• 8+ years of direct selling experience in the Networking and/or Network Security space, with 5+ years of direct selling to the US Air Force and US Space Force with direct client relationships.
• Experience and understanding working within the Federal government’s procurement process, regulations, GSA schedule and other GWACs.
• Demonstrated history of meeting or exceeding enterprise quota in excess of $3M.
• Specific knowledge and contacts within DoD accounts.
• Experienced in selling through Federal Systems Integrators on large, complex programs.
• Successful experience with target account selling, solution selling, and/or Challenger sales techniques.
• Must be aggressive, a self-starter with a proven ability to build executive relationships, articulate Ixia’s product and business value, create demand, and close deals.
• Must have an aptitude for understanding how technology products and solutions solve business problems and an ability to explain complicated concepts to a variety of audiences and skill levels.
• Recognized experience developing relationships with senior executives.
• Excellent communication (written and verbal) and presentation skills; both internally and externally.
• Strong time management, organizational and decision-making skills.
• Ability to work remotely and travel to client sites throughout the U.S.
• Attend industry and vendor shows and meetings as required.
• Self-motivated ability to work independently and as part of a team.
• Bachelor’s degree in Business, CIS, or related field preferred.

Requirements

• The level of role will be based on applicable experience, education and skills; Most offers will be between the minimum and the midpoint of the Salary Range listed below.
• Washington DC pay range: MIN $178,620- MAX $297,690.

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)