Overview:
Keysight is at the forefront of technology innovation, delivering breakthroughs and trusted insights in electronic design, simulation, prototyping, test, manufacturing, and optimization. Our ~15,000 employees create world-class solutions in communications, 5G, automotive, energy, quantum, aerospace, defense, and semiconductor markets for customers in over 100 countries. Learn more about what we do.
Our award-winning culture embraces a bold vision of where technology can take us and a passion for tackling challenging problems with industry-first solutions. We believe that when people feel a sense of belonging, they can be more creative, innovative, and thrive at all points in their careers.
Responsibilities:
The Services Account Manager will utilize proven and disciplined sales methodologies to sell services for Keysight's hardware and software products across the entire customer organization, from technicians to executives. Responsibilities include:
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Selling new service agreements, conversions, upselling the portfolio, positioning complex custom services, and driving ARR growth.
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Building and maintaining customer relationships, influencing long-term strategic direction, and acting as a trusted advisor to strategic customers.
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Leading the development and execution of account strategies to generate services business growth opportunities.
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Navigating complex selling processes and proactively guiding customers through the sales process to close deals.
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Exploring and understanding complex customer requirements on both business and technical levels to ensure comprehensive service coverage across their installed base.
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Developing comprehensive account plans and deep knowledge of the Keysight Services portfolio to build a strong funnel of annuity business.
Collaborating closely with account managers, service delivery partners, and executive staff to ensure strong customer value and success.
Key Competencies:
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Sales Capabilities:
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Strong executive presence with the ability to lead Customer Business Reviews and coordinate with partner organizations.
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Ability to develop and maintain positive long-term relationships with key customers at all levels.
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Skilled in articulating and demonstrating Keysight’s value propositions to customers.
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Proven track record in disciplined execution of services and renewal sales processes, including funnel management to achieve and exceed sales targets.
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Ability to assess and understand customer business initiatives and identify issues/opportunities affecting ARR business, attach rates, and customer satisfaction scores.
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Problem-solving skills for a broad range of issues with varying scope and complexity.
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Ability to manage complex sales funnels and develop business plans to accelerate sales growth.
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Goal-driven with strong relationships inside and outside the company, and the ability to collaborate and drive alignment with multiple stakeholders.
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Key Attributes:
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Strong sales management skills.
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Excellent communication and organizational skills.
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Driven, proactive mindset with the ability to work independently in a remote setting.
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Goal-oriented with a sense of urgency.
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Ability to multitask effectively.
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Passion for customer satisfaction.
Win-win attitude with sound judgment and resource management.
Qualifications:
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BS EE degree or equivalent experience required
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10+ years of previous service sales experience.
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Experience working with strategic, major accounts on complex sales engagements.
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Ability to travel 50% of the time.
Careers Privacy Statement***Keysight is an Equal Opportunity Employer.***
