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.
ESI Group, a part of Keysight Technologies, provides reliable and customized solutions anchored on predictive physics modeling and virtual prototyping expertise. Acting principally in automotive, land transportation, aerospace and defense, and heavy industry, ESI software enables engineers to simulate mechanical designs, smart manufacturing processes, and human-centric workflows to make better decisions earlier in the product lifecycle. Keysight is an S&P 500 company delivering market-leading design, emulation, and test solutions to help engineers develop and deploy faster, with less risk, throughout the entire product lifecycle.
Purpose of the role
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 ESI Solutions; ensuring collaboration with technical teams to differentiate ESI over the competition; and achieving budgeted sales quotas to designated named customer accounts.
Responsibilities
Business Development & Sales Growth:
Actively seek opportunities to secure software licensing and services contracts.
Align efforts with the company's corporate strategic objectives, focusing on profitable growth and sustainability.
Customer Engagement:
Promote ESI's value proposition and strategic vision to encourage long-term business relationships and transformation.
Develop a detailed 3-year sales plan for key industries and clients, aligning with ESI guidelines for opportunity qualification.
Protect existing revenue streams while identifying new markets and opportunities for expansion.
Market and Opportunity Strategy:
Identify and capitalize on new opportunities by creating detailed action plans to penetrate both new and existing markets.
Keep a comprehensive understanding of customer markets, competitors, and customer needs to craft personalized solutions.
Relationship Management:
Build and maintain relationships internally and externally to ensure the successful delivery of solutions, services, and training.
Address customer concerns and provide timely resolution to any issues that may arise.
Sales Tracking and Forecasting:
Use CRM tools to manage and track sales opportunities, ensuring accurate sales forecasts and revenue tracking.
Customer Presentations & Proposals:
Prepare and deliver compelling sales, marketing, and technical presentations to customers and partners.
Coordinate the preparation of software quotes and service proposals in line with ESI's pricing and product standards.
Product and Market Knowledge:
Stay up-to-date on ESI's products and services to effectively match solutions with customer needs and business goals.
Advise internal teams (marketing and technical staff) on new or alternative technology solutions that could contribute to business growth.
This role involves a mix of strategic planning, customer relationship management, sales execution, and collaboration with internal teams to ensure the successful delivery of software solutions and services.
Qualifications
Bachelor's degree in Engineering
Eight years outside sales experience selling similar products in same targeted industries. Also, 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
Proven track record of successful enterprise software (PLM, PLL, ERM, CRM, SCM)
Strong negotiation skills
Knowledge of industry markets a plus: Aerospace & Defense, Electronics
California pay range: MIN $188,580- MAX $314,300
Note: For other locations, pay ranges will vary by region
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)
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.
Keysight is an Equal Employment Opportunity Employer. Equal Employment Opportunity is THE LAW, EEO is the Law Poster Supplement. See all of our notices regarding accommodations and EEO.
