Senior Account Manager (CAE , Digital Engineering)

Keysight Technologies, Inc.•Cambridge, Washington, DC

2d•Onsite

About The Position

This position will be responsible for managing, nurturing and developing relationships with strategically important large customer accounts; targeting new opportunities for value sell and value discovery; building executive relationships that link complex customer needs to Keysight; ensuring collaboration with technical teams to differentiate Keysight over the competition; and achieving budgeted sales quotas to designated named customer accounts.

Requirements

Bachelor's degree in Engineering or business
Eight years outside sales experience selling similar products in same targeted industries.
Three years of experience managing large, complex accounts.
Highly motivated self-starter that consistently exceeds quotas
Strong business acumen and experience developing compelling value propositions
Proven ability to develop, maintain and leverage executive relationships
Strong teaming, communication and organizational skills
Proven track record of successful enterprise software (PLM, PLL, ERM, CRM, SCM)
Strong negotiation skills
This position requires access to technology and/or technical data that is subject to U.S. export controls. You must be a U.S. citizen, lawful permanent resident of the U.S., protected individual under 8 U.S.C. 1324b(a)(3), or eligible to obtain required authorizations from the U.S. Government.

Nice To Haves

Knowledge of industry markets a plus: Aerospace & Defense, Electronics

Responsibilities

Actively pursue opportunities to identify and win software licensing and services business with the goal of profitable growth and sustainability of Keysight and in alignment with the corporate strategic objectives.
Promote Keysight values and strategic vision to get customer commitments on a long-term business transformation.
Develop and maintain a 3-year sales plan per selected key industries and customers in accordance with the Keysight guidelines and processes in qualifying prospects and opportunities.
Protect existing revenue streams, identify new opportunities and markets and executive competitive "win-back" strategies.
Prepare action plans for effective search of sales leads and prospects to penetrate new and existing markets and customers.
Establish and maintain thorough understanding of the customers' markets, their important customers, and their main competitors.
Establish effective internal and external working relationships, to ensure the effective delivery of software solutions, services, and trainings.
Identify customer issues and ensure appropriate and timely problem resolution.
Use the CRM tool to track sales opportunities and accurately forecast sales revenue.
Deliver sales, marketing and technical presentation materials for customers and strategic partners within the guidelines set by Keysight.
Co-ordinate preparation of software quotations and consulting services cost proposals for submission to customers in accordance to Keysight's standard guidelines on pricing and product specifications.
Remain current on all Keysight offerings to adequately represent viable solutions in alignment with customers' needs and business metrics.
Advise Keysight marketing and technical staff about all opportunities for alternative or new technology solutions and services that can help achieve Keysight's business growth goals.