Regional Sales Manager, Federal (DoD)
Overview
This position will be remote and should reside preferably within the Washington DC/VA/MD metro area.
Keysight is at 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 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
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 DoD 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 industry partners and Value Added Reseller (VAR) channel to leverage their established account presence and relationships.
Forecast with a high degree of accuracy through Salesforce.com
Qualifications
8+ years of direct selling experience in the Networking and/or Network Security space, with 5+ years of direct selling to the US Air Force and US Space Force with direct client relationships.
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 DoD accounts
Experienced in selling through Federal Systems Integrators on large, complex programs
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 travel to client sites throughout the U.S.
Attend industry and vendor shows and meetings as required.
Self-motivated ability to work independently and as part of a team.
Bachelor’s degree in Business, CIS, or related field preferred
The level of role will be based on applicable experience, education and skills; Most offers will be between the minimum and the midpoint of the Salary Range listed below.
Washington DC pay range: MIN $178,620- MAX $297,690
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.
Apply To This Job
This position will be remote and should reside preferably within the Washington DC/VA/MD metro area.
Keysight is at 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 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
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 DoD 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 industry partners and Value Added Reseller (VAR) channel to leverage their established account presence and relationships.
Forecast with a high degree of accuracy through Salesforce.com
Qualifications
8+ years of direct selling experience in the Networking and/or Network Security space, with 5+ years of direct selling to the US Air Force and US Space Force with direct client relationships.
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 DoD accounts
Experienced in selling through Federal Systems Integrators on large, complex programs
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 travel to client sites throughout the U.S.
Attend industry and vendor shows and meetings as required.
Self-motivated ability to work independently and as part of a team.
Bachelor’s degree in Business, CIS, or related field preferred
The level of role will be based on applicable experience, education and skills; Most offers will be between the minimum and the midpoint of the Salary Range listed below.
Washington DC pay range: MIN $178,620- MAX $297,690
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.
Apply To This Job