Software Account Manager - Territory Accounts
Keysight Technologies
Les Ulis, 91, FR
il y a 6j

Job Description

Keysight Technologies, Inc. (NYSE : KEYS) is a leading technology company that helps enterprises, service providers and governments accelerate innovation to connect and secure the world.

Keysight's solutions optimize networks and bring electronic products to market faster and at a lower cost with offerings from design simulation, to prototype validation, to manufacturing test, to optimization in networks and cloud environments.

Customers span the worldwide communications ecosystem, aerospace and defense, automotive, energy, semiconductor and general electronics end markets.

Keysight generated revenues of $4.2B in fiscal year 2020.

As a Software Account Executive you will be responsible for creating growth of Keysight software product sales in a Geographic Territory.

Your primary goal will be to find new business at both existing and brand-new customers, by identifying their needs and looking to guarantee their success - the heart of our Keysight Leadership Model (KLM) .

This role will typically be specialized by solution type (e.g. Eggplant or PSS-Design ). Alongside traditional sales activities, you will be responsible for driving growth by winning new enterprise-wide software license contracts that have a multi-year growth commitment or by expanding existing contracts.

You will also be responsible to drive adoption of services.

You will create a territory plan to exceed quota, identifying key goals and the strategy. You will partner closely and rely on marketing for lead generation (new logos / new names), and be able to draw on a team of Solution Engineers and other internal teams to execute your plan.

Job Priorities and Critical Tasks :

  • Create the Territory plan and manage time and resources to execute it
  • Find new business at existing customers and new logos
  • Prospect for leads
  • Find and close new enterprise-wide contracts
  • Expand existing contracts by adding more software from the Keysight Portfolio
  • Successfully transition new / expanded contracts to the Customer Success Team
  • Develop intimate knowledge of the customer’s business and marketplace
  • Measures :

  • Quota Performance (net new, total, growth vs. last year)
  • Territory Growth
  • Quantity of New Business and New Logos
  • New and Expanded Multi-Year Contract Growth
  • Total pipeline value, number of customer opportunities in pipeline
  • Churn rate
  • Sales velocity
  • What We Offer

    A place within an exciting company! At Keysight we develop with our visionary, market leading and highly innovative customers breakthroughs that connect and secure the world.

    We offer a competitive salary and benefits package and, after proven results, a growth path within the company. Apply today!

    At Keysight, diversity represents the full spectrum of human demographic differences, including race, national origin / ethnicity, religion, gender, sexual orientation, age, identity & expression, socio-economic status, veteran status, physical disability, and any other protected class.

    Inclusion & Diversity is an integral part of our core values and is a competitive advantage that helps drive innovation that results when people with differing experiences, perspectives, and cultures work together.

    For these reasons, our diversity practices extend across every phase of the recruitment process.

    Job Qualifications

    Management Capabilities

  • Ability to lead a team of Solution Engineers to meet territory goals and allocate resources amongst the accounts
  • Demonstrated skills in leading and influencing across organizations to achieve sales objectives
  • Sales Capabilities

  • Ability to assess and understand customer's business initiatives, identify issues / opportunities that the customer may not even know they have
  • Ability to grow the sales funnel, attain and exceed sales goals
  • Skills in prospecting, new business creation, time / territory management and finding new logos
  • Closing Deals

  • Ability to proactively create "deal velocity" by controlling the sales process, rather than allowing the customer's procurement process to control them
  • Business & Financial Acumen Capability

  • Can relate financial aspects and benefits of Keysight's value proposition to solving customer's business initiatives, demonstrating knowledge of their industry / markets
  • Executive Presence

  • Ability to think, act and sell strategically, and leads discussions to Keysight
  • Skilled at articulating strategic impact that Keysight software and services can make to a customer’s business and strategic initiatives
  • Is comfortable talking with and selling to executives (director level and above)
  • Creating, Adapting, and Articulating The Story

  • Ability to create value proposition for customer opportunities - effectively adapt and present it to all levels in the customer's organization
  • Professional Communications

  • Effectively and professionally communicates with customers and internal partners
  • Key Skills :

  • Interpersonal skills to obtain results from the customer, internal partners and account team (win-win approach)
  • Goal Oriented / Driven with a strategic and proactive approach to selling
  • Demonstrates passion for the role and a sense of urgency
  • Asserts and drives robust internal Keysight partnerships and collaborations cross-functionally - works closely with sales partners, marketing and delivery teams to maximize business results and create growth opportunities
  • Flourishes in and embraces ambiguity
  • Manages resources effectively; focuses on selling vs doing the job of others
  • Self-motivated to learn more about customers and your own profession
  • Skilled in Salesforce, Excel, and other Microsoft Office Products
  • Key Educational and Experience Requirements :

  • Bachelor’s degree in Engineering, Communications or Equivalent
  • Minimum of 5 years in technology sales (Software experience preferred)
  • Experience in solution area preferred
  • Willingness to travel up to 50% of the time
  • Proven results in finding new customers and new business.
  • Experience selling to a wide range of applications, technologies, and industries.
  • Ability to scale engagements and relationships from technical end users to executives.
  • Business :

    Keysight Global Sales - Global Services Sales

    Employment Program : Regular

    Regular

    Duration (temp position only) :

    Not Applicable

    Relocation Benefits :

    Shift : Day Job

    Schedule : Full Time (F)

    Travel Required : 25 - 50%

    Staffing Recruiter : Christopher Johnson

    Christopher Johnson

    Candidates can be considered to work from the following locations :

    EMEA : France : Essone : Les Ulis

    ALL US EMPLOYEES : KEYSIGHT VACCINE REQUIREMENT

    To comply with President Biden’s executive order and to protect the health and safety of our workforce, Keysight is requiring all U.

    S. employees and anyone entering the company’s U.S. facilities to be fully vaccinated against COVID-19 or to have an approved medical or religious accomodation.

    Keysight is a federal contractor and will adhere to all requirements of the executive order that apply to federal contractors.

    Click here for more information.

    Careers Privacy Statement

    Keysight is an Equal Opportunity Employer.

    Keysight Technologies Inc. is an equal opportunity employer. Qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, protected veteran status, disability or any other protected categories under all applicable laws.

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