North American Director of Software Sales – Territory Accounts Job Summary:
As part of Keysight’s Global Software and Services Sales team, you will be a key leader to realize our goal of becoming the most extraordinary and valued enterprise software selling organization in the eyes of our customers. The North American Director of Software Sales – Territory Accounts is responsible for creating growth of Keysight software product sales at the company's territory accounts. This is a leadership position that directs a team of strategic account executives. This team’s focus is on creating valued partnerships with our customers and selling enterprise level software contracts for Keysight’s entire portfolio of standalone software products.
Keysight is on 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. Learn more about what we do.
Our powerful, award-winning culture embraces a bold vision of where technology can take us and a passion for tackling challenging problems with industry-first solutions. Diversity, equity & inclusion are integral parts of our culture and drivers of innovation at Keysight. We believe that when people feel a sense of belonging, they can be more creative, innovative, and thrive at all points in their careers.
Responsibilities
Job Priorities and Critical Tasks:
- Proactively create plans and drive actions to achieve above market growth in assigned territory and software product responsibility
- Bring the latest best practices to bear to deliver exceptional forecasting and funnel management to drive rigor on execution and accountability to targets
- Model and coach negotiation and challenger sales methodology
- Own and create relevant stakeholder and executive relationships (Eg, CIO, CTO, COO, IT, CAD)
- Align Keysight resources with the customer business needs and drive accountability across stakeholders
- Partner closely with marketing and demand generation to refine and optimize inbound lead channels to align with sales efforts
- Relate financial aspects and benefits of Keysight's value proposition to solving customer's business initiatives
Key Attributes:
Develops, coaches, and promotes employees:
- Strong leadership skills with an ability to coach, motivate, mentor, support and evaluate the team
- Hires and develops exceptional, experienced, software sales executives
- Experienced in negotiation and challenger sales strategies and coaching employees on these sales practices
Executive presence, communication and selling capabilities:
- Thinks, acts, and sells strategically to executives; leads discussions to Keysight
- Exceptional communication skill and comfortable in articulating Keysight’s total software portfolio and business model message at a strategic level
Asserts and drives for robust partnerships and collaborations cross-functionally:
- Sets the example for creating and developing collaborative, internal relationships
Flourishes in and embraces ambiguity:
- Easily adapts to and drives change and can cope with uncertainty and risk
- Makes decisions and acts without having the total picture
Curious/Learning Mindset:
- Possesses a fierce and unwavering desire to know and learn more about served markets and leadership
Key Educational and Experience Requirements:
- Bachelor’s degree in Engineering, Communications or Equivalent
- Minimum of 5 years in technology sales to major accounts
- Software and management experience preferred
- Experience in EDA preferred
- Willingness to travel up to 50% of the time
- Experience selling to a wide range of applications, technologies, and industries.
- Experience selling to director and executive level.
Qualifications
Careers Privacy Statement
***Keysight is an Equal Opportunity Employer.***
Keysight Technologies Inc. is an equal opportunity employer. Qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, protected veteran status, disability or any other protected categories under all applicable laws.
The level of role will be based on applicable experience, education and skills; Most offers will be between the minimum and the midpoint of the Salary Range listed below.
Colorado Pay Range: $195,000-$325,000
Note: For other locations, pay ranges will vary by region
This role is eligible for Keysight Results Bonus Program
US Employees may be eligible for the following 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)