Regional Sales Manager, Federal (Civilian Agencies)

Overview

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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

• This position will be remote and should reside preferably within the Washington DC / VA / MD metro area.
• This role requires deep knowledge of Federal Sales and experience to run a Federal sales territory including pipeline development, territory planning, account planning, forecasting, quota attainment, sales presentations, and short term, mid-term, long-term opportunity management.
• Establish access and maintain active relationships with key Federal Civilian decision makers (across all IT and senior executive levels) in industry, partners, and customers to drive all pertinent issues related to sales strategy and goal attainment.
• Identify, develop and execute account strategy to close new business opportunities and expanding revenue with customers across the assigned region;

independently and cooperatively.

• Scope, negotiate and bring to closure agreements to exceed booking and revenue quota targets.
• Target and gain access to decision makers in key prospect accounts in the assigned territory.
• Collaborate with operative peers across functions (including the field sales, channel, marketing, sales operations, sales engineering, services, customer support, and product management) to create visibility with target accounts and drive engagement of target prospects at both the individual contributor and executive level.
• Work cooperatively with partners to leverage their established account presence and relationships.
• Capture, maintain, and disseminate accurate and relevant prospect information using Salesforce.com.

Qualifications

• 10+ years of successful solution sales experience with at least 5+ years' experience selling security infrastructure products and / or application and network performance solutions within Civilian Agencies of the Federal government.
• Experience and understanding working within the Federal government's procurement process, regulations, GSA schedule and other GWACs.
• Demonstrated history of meeting or exceeding enterprise quota in excess of $3M.
• Specific knowledge and contacts within Civilian Government accounts.
• Successful experience with target account selling, solution selling, and / or Challenger sales techniques.
• Must be aggressive, a self-starter with a proven ability to build executive relationships, articulate Ixia's product and business value, create demand, and close deals.
• Must have an aptitude for understanding how technology products and solutions solve business problems and an ability to explain complicated concepts to a variety of audiences and skill levels.
• Recognized experience developing relationships with senior executives.
• Excellent communication (written and verbal) and presentation skills; both internally and externally.
• Strong time management, organizational and decision-making skills.
• Ability to work remotely and be able and willing to travel on short notice.
• Self-motivated ability to work independently and as part of a team.
• Possess the drive to succeed and to participate in the growth of an exciting, fast-paced startup.
• BA / BS or equivalent combination of education and experience.

Keysight 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.

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