Account Development Representative

Overview

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.

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 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 an exciting and dynamic team!

The Account Development Representative (ADR) demonstrates proven and disciplined sales methodologies and is responsible for selling renewals for the portfolio of Keysight EDA software products. This includes sale of first year conversions, maintenance agreements and upselling to the entire customer organization, from engineers 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 ADR leads the development and disciplined execution of the renewal playbook for their assigned territory to generate business growth. They navigate intricate selling processes, leading customers through the sales process to close renewal opportunities. ADRs 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

Some Key Competencies for this Role:

Sales Capabilities

• Demonstrated track record in disciplined execution of intricate renewals processes and funnel management to ensure reaching and exceeding sales goals in a software business.
• Demonstrate ability to ensure a timely renewals process.
• Ability to continually assess and understand customer's business initiatives and identify issues/opportunities that might adversely affect the health of the renewal. Furthermore, they must possess to ability to engage the appropriate resources to proactively mitigate at-risk renewals.
• The ability to articulate and demonstrate Keysight's value propositions to the customer at all levels within their business
• Disciplined and thorough attention to detail, ability to manage a large funnel, and deliver accurate sales forecasts
• Skilled negotiator

Performance Measures

• Quota Performance
• Renewal Rate Performance
• In Order Dollars
• In Number of Agreements
• Growth YoY
• Upsell
• Renewal Health Analysis

Key Attributes

• Strong sales management skills
• Strong communication and organization skills
• Effective at remote selling (phone, email, web chat) in a timely manner
• Goal oriented
• Demonstrates sense of urgency
• Able to multitask
• Passion for Customer Satisfaction
• Adheres to Standards of Business Conduct
• Has a driven, proactive and growth mindset
• Partners well with immediate Sales Team and other internal resources
• Strong ability to manage complex sales funnel and develop business plans to enable and accelerate sales growth
• Strong Customer relationship building skills at all levels
• Strategic scheduled approach to selling; driven by disciplined execution and proactive proven sales methodologies and mentality
• Goal Driven with strong relationships inside and outside the company and drives for robust internal partnerships and collaborations cross-functionally
• Win/win attitude with sound judgment and resource management
• Curious/Learning Mindset with a fierce and unwavering desire to know and learn more about their customer and their own profession
• Works collaboratively with software sales colleagues, Keysight business centers, marketing and delivery teams to maximize business results and create growth opportunities

Qualifications

To be successful in this position, you bring with you:

• 5 years in sales organization role with direct customer contact responsibilities, EDA Software experience preferred
• Previous renewal / EDA software sales experience
• Bachelor's degree or equivalent sales experience
• Skilled in Salesforce, LinkedIn, Excel and other Microsoft Office Products
• Excellent written and verbal communication skills
• Comfortable learning and using new web-based applications
• MS Excel proficiency for generating ad hoc data analyses
• Languages - Fluent in English and Italian. Proficiency in Hebrew a plus.

Careers Privacy Statement

• Keysight is an Equal Opportunity Employer.
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