Territory Software Account Executive (Southeast US Region)

Keysight Technologies, Inc.•Tallahassee, FL

1d•Hybrid

About The Position

Keysight is a technology innovation leader, providing solutions in electronic design, simulation, prototyping, test, manufacturing, and optimization across various markets including communications, 5G, automotive, energy, quantum, aerospace, defense, and semiconductor. With approximately 16,800 employees, Keysight serves customers in over 100 countries. The company fosters an award-winning culture that embraces bold visions and a passion for tackling challenging problems with industry-first solutions, believing that a sense of belonging drives creativity and innovation. The Software Account Executive (SAE) role is focused on increasing revenue for Keysight Electronic Design Automation (EDA) software within the Southeast US region. This involves developing new business in existing accounts, acquiring new customers, and expanding recurring and multiyear software relationships. The SAE is responsible for the entire territory strategy and sales process, from prospecting to closing, requiring disciplined account planning, value-based selling, accurate funnel management, and collaboration with various internal teams.

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
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 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 from technical users through executive and economic decision-makers.
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 handoffs, and customer outcomes.
Build trusted customer relationships, develop a strong understanding of each customer’s organization and market, and represent the customer’s priorities within Keysight.
Increase Keysight EDA awareness and market share through targeted outreach, industry engagement, and strong customer advocacy.