Keysight Technologies
Sales Senior Director
Keysight Technologies, Dallas, Texas, United States, 75215
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. Responsibilities
Keysight is looking for a strong and experienced leader within the test and measurement industry to manage a team of district sales managers focused on driving competitive share gains and customer satisfaction, while influencing Keysight's strategic plan of record in the Western US. As one of the National Sales Managers within Americas Sales Operations, you will be responsible for growing Keysight sales in some of our largest and most important global customers by managing, coaching, and developing your team to generate brand preference for Keysight solutions through a variety of initiatives such as supporting industry-led events, seminars, technical demonstrations, competitive analysis, and strategic collaborations with early adopters who drive technology ecosystems. Your responsibilities will span the entire portfolio of Keysight's solutions and services from design to installation. Your mission will be to elevate Keysight's role/relationship with customers and develop strategic partnerships to become more relevant to their business success. You will be expected to work at the VP and C-Level where appropriate. This will require a deep understanding of customers' business and marketplace, along with the ability to articulate a clear return on investment as opposed to selling on technical merits alone. You will also need the leadership skills required to work across organizations, including Keysight Industry Solution Teams and Centers of Excellence, to align Keysight's business activities with the plans of your customers. Key Deliverables: Manage a team of 80+ employees including managers, sales, and support professionals to exceed sales targets and financial metrics and ensure high levels of customer satisfaction. Establish and drive Keysight and KGS growth strategies achieving top line and bottom-line results in partnership with the IST VPs and the Keysight Executive team. Develop and deploy Sales strategies and business development initiatives to accelerate growth and achieve business objectives from Global, Major and Territory customers in Bay Area and Pacific Northwest region. Own and drive KPI's beyond quota achievement and sales growth; include rigorous Funnel Management and Metrics, Forecast Accuracy, Discount Reduction, Solution Sales, and Territory Growth. Demonstrate leadership in the execution of the Keysight Leadership Model, collaborate effectively with all organizations within Keysight, and advance Challenger and Negotiation skills across the team. Create clear strategies, goals, and metrics for the sales team, and provide the leadership and coaching necessary to build a collaborative, high-performance team. Obtain and bring in customer insight by understanding customer's priorities, challenges, and their articulated and unarticulated needs. Understand industry and market trends and lead the organization to capitalize on new opportunities, capture new business, increase market share, and discover ways to expand Keysight's Served Addressable Market (SAM). Build and maintain strategic relationships with Executives and high-level leaders from our strategic customers, partners and industry leaders. Drive continued operational improvements in the organization, including improvements to our sales tools, sales processes, and training requirements. Partner closely with marketing and demand generation to refine and optimize inbound lead channels to align with sales efforts. Proactively engage and influence cross functionally to create & drive new business opportunities, including sales, marketing, and product/solution teams. Continuously make tradeoffs and allocates resources to support fast, focused execution, while balancing overall CPOD/loading with focus on increased productivity and efficiency. Ensure the highest level of integrity and compliance to protect the company's brand and alignment with Keysight's Standards of Business Conduct. Qualifications
This is a senior level position requiring: BS Engineering degree (Electrical Engineering preferred) with 10-15+ years of experience in marketing and sales management. Exceptional track record of developing and implementing sales strategies that consistently met/exceeded goals. A solid balance of strategic planning and operational management skills with experience in managing sales teams and large strategic accounts. Experience managing different selling models (transactional, on-line, indirect, executive, etc.). Demonstrated ability to manage complex sales funnel and develop business plans to enable and accelerate sales growth. Data driven leader with a good understanding of CRM and other key metrics to identify areas needed for improvement. Cross-functional leadership experience integrating the resources of several complex departments or functions including field, IST's, and COE's. Knowledge of and experience in one or more of the following key market segments: Communications, Aerospace Defense, Computer & Semiconductor. Strong communications and people development skills with passion to win. Strong leadership skills with ability to motivate, mentor, support, and evaluate managers and sales employees.
#J-18808-Ljbffr
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
Keysight is looking for a strong and experienced leader within the test and measurement industry to manage a team of district sales managers focused on driving competitive share gains and customer satisfaction, while influencing Keysight's strategic plan of record in the Western US. As one of the National Sales Managers within Americas Sales Operations, you will be responsible for growing Keysight sales in some of our largest and most important global customers by managing, coaching, and developing your team to generate brand preference for Keysight solutions through a variety of initiatives such as supporting industry-led events, seminars, technical demonstrations, competitive analysis, and strategic collaborations with early adopters who drive technology ecosystems. Your responsibilities will span the entire portfolio of Keysight's solutions and services from design to installation. Your mission will be to elevate Keysight's role/relationship with customers and develop strategic partnerships to become more relevant to their business success. You will be expected to work at the VP and C-Level where appropriate. This will require a deep understanding of customers' business and marketplace, along with the ability to articulate a clear return on investment as opposed to selling on technical merits alone. You will also need the leadership skills required to work across organizations, including Keysight Industry Solution Teams and Centers of Excellence, to align Keysight's business activities with the plans of your customers. Key Deliverables: Manage a team of 80+ employees including managers, sales, and support professionals to exceed sales targets and financial metrics and ensure high levels of customer satisfaction. Establish and drive Keysight and KGS growth strategies achieving top line and bottom-line results in partnership with the IST VPs and the Keysight Executive team. Develop and deploy Sales strategies and business development initiatives to accelerate growth and achieve business objectives from Global, Major and Territory customers in Bay Area and Pacific Northwest region. Own and drive KPI's beyond quota achievement and sales growth; include rigorous Funnel Management and Metrics, Forecast Accuracy, Discount Reduction, Solution Sales, and Territory Growth. Demonstrate leadership in the execution of the Keysight Leadership Model, collaborate effectively with all organizations within Keysight, and advance Challenger and Negotiation skills across the team. Create clear strategies, goals, and metrics for the sales team, and provide the leadership and coaching necessary to build a collaborative, high-performance team. Obtain and bring in customer insight by understanding customer's priorities, challenges, and their articulated and unarticulated needs. Understand industry and market trends and lead the organization to capitalize on new opportunities, capture new business, increase market share, and discover ways to expand Keysight's Served Addressable Market (SAM). Build and maintain strategic relationships with Executives and high-level leaders from our strategic customers, partners and industry leaders. Drive continued operational improvements in the organization, including improvements to our sales tools, sales processes, and training requirements. Partner closely with marketing and demand generation to refine and optimize inbound lead channels to align with sales efforts. Proactively engage and influence cross functionally to create & drive new business opportunities, including sales, marketing, and product/solution teams. Continuously make tradeoffs and allocates resources to support fast, focused execution, while balancing overall CPOD/loading with focus on increased productivity and efficiency. Ensure the highest level of integrity and compliance to protect the company's brand and alignment with Keysight's Standards of Business Conduct. Qualifications
This is a senior level position requiring: BS Engineering degree (Electrical Engineering preferred) with 10-15+ years of experience in marketing and sales management. Exceptional track record of developing and implementing sales strategies that consistently met/exceeded goals. A solid balance of strategic planning and operational management skills with experience in managing sales teams and large strategic accounts. Experience managing different selling models (transactional, on-line, indirect, executive, etc.). Demonstrated ability to manage complex sales funnel and develop business plans to enable and accelerate sales growth. Data driven leader with a good understanding of CRM and other key metrics to identify areas needed for improvement. Cross-functional leadership experience integrating the resources of several complex departments or functions including field, IST's, and COE's. Knowledge of and experience in one or more of the following key market segments: Communications, Aerospace Defense, Computer & Semiconductor. Strong communications and people development skills with passion to win. Strong leadership skills with ability to motivate, mentor, support, and evaluate managers and sales employees.
#J-18808-Ljbffr