Senior Strategic Account Manager (DoD)

Keysight Technologies, Inc.•Arlington Heights, IL

1d•Hybrid

About The Position

The Sr. Strategic Account Executive (SAE) is responsible for growing Keysight EDA software revenue within an assigned geographic territory for the US Department of War (DoW) and Aerospace and Defense primes. The SAE develops new business within existing accounts and expands recurring and multi-year software relationships in the A/D market. The SAE owns the territory strategy and sales process from prospecting through close. Success requires disciplined account planning, value-based selling, accurate funnel management, and effective coordination with Solutions Engineers, inside sales, marketing, customer success, services, product teams, and other internal partners.

Requirements

Bachelor’s degree in engineering, business, communications, or a related field, or equivalent practical experience
Five or more years of successful technology sales experience; software sales experience strongly preferred
Two or more years of experience in selling to the aerospace and defense industry; sales experience with DoW military bases and research labs strongly preferred
Demonstrated success developing new customers, expanding strategic accounts, and achieving sales targets
Experience managing complex, multistakeholder sales cycles and selling to both technical and executive audiences
Ability to understand and communicate the value of technical software solutions across multiple applications and industries
Proficiency with Salesforce, Microsoft Excel, and Microsoft Office applications
Willingness to travel up to 50%, based on customer and business needs

Nice To Haves

Experience selling Electronic Design Automation software, engineering simulation tools, or other complex technical solutions
Knowledge of RF and microwave, high-speed digital, electromagnetic, system, device, semiconductor, photonics, power electronics, or design data and IP management workflows
Experience with MEDDICC, Challenger, value selling, or a comparable enterprise sales methodology

Responsibilities

Develop and execute a territory plan that prioritizes target accounts, growth opportunities, resources, and actions required to achieve or exceed quota.
Create a qualified pipeline through disciplined prospecting, lead follow-up, account development, competitive displacement, and new-logo acquisition.
Grow existing customers by identifying new users, applications, business units, and cross-sell opportunities across the Keysight EDA portfolio.
Lead consultative, value-based sales engagements that connect customer technical challenges and strategic initiatives to measurable business outcomes.
Engage and influence stakeholders in the DoW from technical users through executive and economic decisionmakers.
Qualify, advance, negotiate, and close complex software opportunities using a consistent sales methodology, such as MEDDICC.
Maintain accurate account, opportunity, forecast, and next-step information in Salesforce; proactively manage deal risk, velocity, and order timing.
Coordinate cross-functional resources to deliver effective demonstrations, evaluations, proposals, contracts, implementation of handoffs, and customer outcomes.
Build trusted customer relationships, develop a strong understanding of each customer’s organization, and represent the customer’s priorities within Keysight.
Increase Keysight EDA awareness and market share through targeted outreach, industry engagement, and strong customer advocacy.