Services Sales Specialist

Job Description

Responsibilities

Keysight’s Services Sales organization is experiencing dramatic growth and we have a rare opportunity for the right individual to become part of this epic transformation. The Senior Services Specialist (SSS) is a hunter and is responsible for selling the entire Keysight Services Portfolio to the entire customer organization, from technicians to executives. Their focus will be on the selling of new service agreements, building and maintaining customer relationships, influencing long-term strategic direction, and acting as a trusted advisor to our customers.  The successful SSS leads the development and execution of an account strategy to generate business growth opportunities. Navigating complex selling processes; they proactively lead customers through the sales process to close deals. They explore and understand complex customer requirements on a business and technical level in order to engage, educate, and ensures satisfaction of the installed base. They must develop outstanding account plans and deep knowledge of the Keysight services portfolio to build a strong funnel of annuity business.

Job Description

Represents the company to the customer and the customer to the company in sales-oriented activities. Entry level individuals may have their own accounts, or work on a team, and may have a small quota or territory Employees must be classified in one of the following job disciplines.

Disciplines:

Sales:

  • Responsible for generating existing and/or new sales for assigned named accounts or assigned geographic, territory, industry or accounts list, or for identifying and recruiting strategic partners to embed and/or resell company products.
  • Promotes and sells products and/or solutions to current or new customers/partners and informs customers of new product introductions.
  • Creates monitors and revises lead generation plans.
  • Responsible for developing customers and maintaining their satisfaction.
  • Maintains positive ongoing long-term relationships with key customers.
  • Proactively acts to understand customer needs and identify solutions to non-standard tasks/queries; actively creates business opportunities
  • Determines and develops approaches to sales assignments to achieve quota/ strategies
  • Leads projects requiring coordination with other functions, organizations
  • Solves a broad range of problems of varying scope and complexity

Job Qualifications

Key Competencies:

Sales Capabilities

  • Ability to assess and understand customer's business initiatives and can identify issues/opportunities that the customer may not even know they have
  • A demonstrated track record of attaining and exceeding sales goals in a services business
  • Demonstrated ability to grow the sales funnel; knows where and how to find and create new business.

Closing Deals:

  • Proactively creates "deal velocity" by controlling the sales process vs the customer's procurement process controlling them
  • Business & Financial Acumen Capability:
  • Relate financial aspect and benefits of Keysight's value proposition to solving customer's business initiatives
  • Demonstrate knowledge of customer's industry and markets

Executive Presence:

  • Ability to think, act and sell strategically; leads discussions to Keysight vs leading with Keysight (Challenger Sale) 
  • Skilled at executive selling and articulating strategic impact that Keysight services can make to a customer’s business, specifically their strategic initiatives
  • Must be comfortable talking with and selling to executives (director level and above)
  • Presentations/Influencing, Creating & Articulating “The Story”
  • Responsible for creating Keysight value proposition for customer opportunities and effectively adapting and presenting it to all levels in customer's org
  • Responsible for co-creating SOWs with the service delivery teams and presenting to the customer     

Professional Communications:

  • Involves customer communication and interaction utilizing the following: writing (email), reading, speaking, listening, phone conversations and Internet research
  • Possesses ability to proactively bring sophisticated perspectives on science, business and technology to all levels of the customer's organization

 

Key Attributes:

  • Goal Oriented/Driven
  • Strategic approach to selling; schedule driven by proactive "Touchpoints”, “Velocity” and, “Stickiness" mentality
  • Believes services are critical to the success of our customers and Keysight; wants to sell services
  • Demonstrates sense of urgency
  • Demonstrates passion for the role
  • Asserts and drives for robust internal Keysight partnerships and collaborations cross-functionally
  • Works collaboratively with Customer Success Specialist (CSS), Business Center, marketing and delivery teams to maximize business results and create growth opportunities

Win-win attitude

  • Flourishes in and embraces ambiguity
  • Wins and closes business despite internal process issues
  • Manages resources effectively; focuses on selling vs doing the job of others.
  • Understands personal role and the role of others w/in Keysight and holds them accountable

Curious/Learning Mindset

  • Possesses a fierce and unwavering desire to know and learn more about their customer and their own profession
  • Intimate knowledge of customer orgs and markets expected

 

Educational and Experience Requirements

  • BS / BA degree preferred – technical or business
  • At least 5 years’ experience of successfully selling services

Job Function

Sales

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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.

Candidates can be considered to work from the following locations:

Americas : United States : Oregon : Lake Oswego || Americas : United States : Washington : Everett || Americas : United States : Washington : Pleasanton

Job ID : 21861 

Company
Keysight Technologies
Posted
03/25/2018
Type
Full time
Location
Everett, Washington 98201, US