Renewal Sales Specialist, Expert

$101,700 - $169,500/Yr

Keysight Technologies - Tallahassee, FL

posted 10 days ago

Full-time - Mid Level
Remote - Tallahassee, FL
Computer and Electronic Product Manufacturing

About the position

At Keysight Technologies, we help companies address their toughest challenges with precision and confidence. We offer the most precise electronic measurement solutions in the industry, with advanced software to match. Our employees leverage their insight and passion to revolutionize electronic measurement and make a difference in the world. Keysight's Global Sales organization have a great opportunity for the right individual to become part of a new, exciting and dynamic team! 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 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.

Responsibilities

  • Manage complex sales funnel and develop business plans to enable and accelerate sales growth
  • Build strong customer relationships at all levels
  • Implement a strategic scheduled approach to selling driven by disciplined execution
  • Drive for robust internal partnerships and collaborations cross-functionally
  • Work collaboratively with service sales colleagues, Keysight business centers, marketing and delivery teams to maximize business results
  • Lead the development and execution of the renewal playbook for the assigned territory
  • Engage and educate customers to ensure satisfaction of the installed base
  • Develop outstanding renewal account plans and understand Keysight's solutions portfolio
  • Articulate and demonstrate Keysight's value propositions to customers at all levels

Requirements

  • 10+ years of previous renewal/service sales experience
  • Experience working with strategic, major accounts on complex sales engagements
  • Demonstrated track record in disciplined execution of a renewals process
  • Ability to ensure a timely renewals process
  • Ability to assess and understand customer's business initiatives
  • Skilled negotiator with executive presence
  • Ability to communicate high-level value propositions

Nice-to-haves

  • Federal Renewal Experience

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)
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