Job Description
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 moreabout what we do.
Our award-winning culture embraces a bold vision of where technology can take us and a passion for tackling challenging problems with industry-first solutions. 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
The Renewal Sales Specialist (RSS) demonstrates proven and disciplined sales methodologies and is responsible for selling maintenance renewals for the entire portfolio of Keysight hardware and software products. This includes sale of first year conversions (renewals), maintenance agreements and upselling Keysight services to the entire customer organization, from technicians 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 RSS leads the development and disciplined execution of the renewal playbook for the assigned territory in the America’s region to generate business growth opportunities. Navigating complex selling processes; they proactively lead customers through the sales process to close renewal opportunities. RSS’ 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.
Some Key Competencies for this Role:
Sales Capabilities
- Demonstrated track record in disciplined execution of a renewals process including funnel management to enable reaching and exceeding sales goals in a services business.
- Demonstrate a proactive 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 technical resources to mitigate at-risk renewals in proactive manner.
- The ability to articulate and demonstrate (at a high level) Keysight’s value propositions to the customer at all levels within their business
- Skilled negotiator
Executive Presence
- Leads Customer Business Reviews and other Sales related projects requiring coordination with partner organizations within the business
- Skilled at communicating high-level value propositions, articulating strategic impact that Keysight can make to deliver business outcomes for our customers
Measurables
- 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
- Skilled in Salesforce, Excel and other Microsoft Office Products
- Adheres to the Standards of Business Conduct
- Has a driven, proactive mindset with the ability to work independently in a remote setting
- Partners well with immediate Sales Team and other internal resources
Business & Financial Acumen Capability
Presentations/Influencing, Creating & Articulating “The Story”
Professional Communications
Qualifications
To be successful in this position, you bring with you:
- 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 service sales colleagues, Keysight business centers, marketing and delivery teams to maximize business results and create growth opportunities
- 10+ years of previous renewal / service sales experience,
- Previous experience working with strategic, major accounts on complex sales engagements.
** This is a non-technical position **
Pay Range:
USD $128,610.00 - USD $214,350.00 Year
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.
