Regional Sales Manager, Federal (DoD)

Keysight Technologies, Inc.•Annapolis, MD

6h•Remote

About The Position

This remote position, preferably located within the Washington DC/VA/MD metro area, is with Keysight, a company at the forefront of technology innovation. Keysight delivers breakthroughs and trusted insights in electronic design, simulation, prototyping, test, manufacturing, and optimization. With approximately 15,000 employees, Keysight creates world-class solutions for customers in over 100 countries across various markets including communications, 5G, automotive, energy, quantum, aerospace, defense, and semiconductor. The company prides itself on an award-winning culture that embraces a bold vision for technology and a passion for tackling challenging problems with industry-first solutions, fostering an environment where people feel a sense of belonging, creativity, and innovation.

Requirements

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.

Nice To Haves

Bachelor’s degree in Business, CIS, or related field preferred

Responsibilities

Run a Federal sales territory including pipeline development, territory planning, account planning, forecasting, quota attainment, sales presentations, and short term, mid-term, long-term opportunity management.
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 expanding 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 the 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