Renewal Sales Specialist, Advanced

Keysight Technologies, Inc.•Annapolis, MD

9h•Remote

About The Position

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. 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. The Renewal Sales Specialist (RSS) demonstrates proven and disciplined sales methodologies and is responsible for selling maintenance renewals for the entire portfolio of Keysight hardware and software products. This includes sale of new service agreements, first year conversions (renewals), maintenance agreements and upselling Keysight services to the entire customer organization, from technicians to executives. Their focus will be on acting as a trusted advisor to our customers, influencing long-term strategic direction, whilst building and maintaining customer relationships to ensure the timely and effective renewal of existing customers agreements. The successful RSS leads the development and disciplined execution of the renewal playbook for the assigned territory in the America’s region to generate business growth opportunities. Navigating complex selling processes; they proactively lead customers through the sales process to close renewal opportunities. RSS’ explore and understand complex customer requirements on a business level to engage, educate, and ensure satisfaction of the installed base. They must develop outstanding renewal account plans while gaining understanding of Keysight’s broad solutions portfolio to build a strong renewal funnel and incremental upsell opportunities. This is a remote position where occasional US travel may be required.

Requirements

Demonstrated track record in disciplined execution of a service sales & renewals process including funnel management to enable reaching and exceeding sales goals in a services business.
Demonstrate a proactive ability to ensure a timely renewals process.
Ability to continually assess and understand customer's business initiatives and identify issues/opportunities that might adversely affect the health of the renewal.
Possess the ability to engage the appropriate technical resources to mitigate at-risk renewals in a proactive manner.
The ability to articulate and demonstrate (at a high level) Keysight’s value propositions to the customer at all levels within their business.
Skilled negotiator.
Strong sales management skills.
Strong communication and organization skills.
Effective at remote selling (phone, email) in a timely manner.
Goal oriented.
Demonstrates sense of urgency.
Able to multitask.
Passion for Customer Satisfaction.
Skilled in Salesforce, Excel and other Microsoft Office Products.
Adheres to the Standards of Business Conduct.
Has a driven, proactive mindset with the ability to work independently in a remote setting.
Partners well with immediate Sales Team and other internal resources.
Strong ability to manage complex sales funnel and develop business plans to enable and accelerate sales growth.
Strong Customer relationship building skills at all levels.
Strategic scheduled approach to selling; driven by disciplined execution and proactive proven sales methodologies and mentality.
Goal Driven with strong relationships inside and outside the company and drives for robust internal partnerships and collaborations cross-functionally.
Win/ win attitude with sound judgment and resource management.
Curious/Learning Mindset with a fierce and unwavering desire to know and learn more about their customer needs.
10+ years of previous renewal / service sales experience.
Previous experience working with strategic territory accounts on complex sales engagements.
Periodic travel required.
This is a non-technical position.

Responsibilities

Sell maintenance renewals for the entire portfolio of Keysight hardware and software products.
Sell new service agreements, first year conversions (renewals), and maintenance agreements.
Upsell Keysight services to the entire customer organization, from technicians to executives.
Act as a trusted advisor to our customers, influencing long-term strategic direction.
Build and maintain customer relationships to ensure the timely and effective renewal of existing customers agreements.
Lead the development and disciplined execution of the renewal playbook for the assigned territory in the America’s region to generate business growth opportunities.
Navigate complex selling processes and proactively lead customers through the sales process to close renewal opportunities.
Explore and understand complex customer requirements on a business level to engage, educate, and ensure satisfaction of the installed base.
Develop outstanding renewal account plans.
Gain understanding of Keysight’s broad solutions portfolio to build a strong renewal funnel and incremental upsell opportunities.
Manage complex sales funnel and develop business plans to enable and accelerate sales growth.
Continually assess and understand customer's business initiatives and identify issues/opportunities that might adversely affect the health of the renewal.
Engage the appropriate technical resources to mitigate at-risk renewals in a proactive manner.
Articulate and demonstrate (at a high level) Keysight’s value propositions to the customer at all levels within their business.
Work collaboratively with service sales colleagues, Keysight business centers, marketing and delivery teams to maximize business results and create growth opportunities.