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Renewals Specialist - Major Accounts

Company: Keysight Technologies
Location: Santa Clara
Posted on: November 16, 2021

Job Description:

Job DescriptionAt Keysight Technologies, we help companies address their toughest challenges with precision and confidence. We offer the most precise electronic measurement solutions in the industry, with advanced software to match. Our employees leverage their insight and passion to revolutionize electronic measurement and make a difference in the world.
Keysights Global Sales organization have a great opportunity for the right individual to become part of a new, exciting and dynamic team!
The Customer Success Specialist (CSS) demonstrates proven and disciplined sales methodologies and is responsible for selling maintenance renewals for the entire portfolio of Keysight hardware and software products to Keysights Major Accounts. 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 CSS leads the development and disciplined execution of the renewal playbook for the assigned territory in the Americas region to generate business growth opportunities. Navigating complex selling processes; they proactively lead customers through the sales process to close renewal opportunities. CSS 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 Keysights broad solutions portfolio to build a strong renewal funnel and incremental upsell opportunities.
Some Key Competencies for this roleSales 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) Keysights 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
oIn Order Dollars
oIn Number of Agreements
oGrowth YoY
oUpsell
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
Partners well with immediate Sales Team and other internal resources
Business & Financial Acumen Capability
Presentations/Influencing, Creating & Articulating The Story
Professional CommunicationsJob QualificationsTo 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
Previous renewal / service sales experience
Previous experience working with strategic, major accounts on complex sales engagements.
** This is a non-technical position **Job FunctionSalesShift:Day JobSchedule:Full Time (F)Travel Required:Duration (Temp Positions Only):Not ApplicableCandidates can be considered to work from the following locations:Santa Clara -- Americas : United States : Arizona : Buckeye -- Americas : United States : Arizona : Gilbert -- Americas : United States : Arizona : Scottsdale -- Americas : United States : Arizona : Tempe -- Americas : United States : California : Anaheim -- Americas : United States : California : Calabasas -- Americas : United States : California : El Segundo -- Americas : United States : California : Irvine (Voscal) -- Americas : United States : California : Merced -- Americas : United States : California : Rancho Santa Margarita -- Americas : United States : California : Roseville -- Americas : United States : California : Sacramento -- Americas : United States : California : San Diego -- Americas : United States : California : San Francisco -- Americas : United States : California : Santa Clara -- Americas : United States : California : Santa Rosa -- Americas : United States : California : Westlake Village -- Americas : United States : Florida : Boca Raton -- Americas : United States : Florida : Jacksonville -- Americas : United States : Florida : Naples -- Americas : United States : Florida : Orlando -- Americas : United States : Florida : Palm Harbour -- Americas : United States : Florida : Punta Gorda -- Americas : United States : Florida : Tampa -- Americas : United States : Georgia : Alpharetta -- Americas : United States : Georgia : Atlanta -- Americas : United States : Hawaii : Honolulu -- Americas : United States : Idaho : Boise -- Americas : United States : Idaho : Nampa -- Americas : United States : Idaho : New Plymouth -- Americas : United States : Illinois : Arlington Heights -- Americas : United States : Illinois : Schaumburg -- Americas : United States : Iowa : Elk Horn -- Americas : United States : Kentucky : Murray -- Americas : United States : Maryland : Columbia -- Americas : United States : Massachusetts : Andover -- Americas : United States : Massachusetts : Boston -- Americas : United States : Massachusetts : Cambridge -- Americas : United States : Massachusetts : Chatham -- Americas : United States : Michigan : Detroit -- Americas : United States : Michigan : Novi -- Americas : United States : Minnesota : Minneapolis -- Americas : United States : Missouri : St Louis -- Americas : United States : Montana : Winnett -- Americas : United States : Nevada : Reno -- Americas : United States : New Hampshire : Nashua -- Americas : United States : New Jersey : Budd Lake -- Americas : United States : New Jersey : Clifton -- Americas : United States : New Mexico : Albuquerque -- Americas : United States : New Mexico : Santa Fe -- Americas : United States : New York : Cold Springs -- Americas : United States : New York : Pittsford -- Americas : United States : New York : Rochester -- Americas : United States : New York : Utica -- Americas : United States : North Carolina : Andrews -- Americas : United States : North Carolina : Apex -- Americas : United States : North Carolina : Morrisville -- Americas : United States : North Carolina : Raleigh -- Americas : United States : Ohio : Cincinnati -- Americas : United States : Ohio : Columbus -- Americas : United States : Ohio : Mentor -- Americas : United States : Oregon : Beaverton -- Americas : United States : Oregon : Lake Oswego -- Americas : United States : Pennsylvania : Bethlehem -- Americas : United States : Pennsylvania : Philadelphia -- Americas : United States : Pennsylvania : Pittsburgh PA -- Americas : United States : Puerto Rico : San Juan -- Americas : United States : Rhode Island : Providence -- Americas : United States : South Carolina : Columbia -- Americas : United States : Tennessee : Nashville -- Americas : United States : Texas : Austin -- Americas : United States : Texas : Dallas -- Americas : United States : Texas : Houston -- Americas : United States : Texas : Lewisville -- Americas : United States : Texas : Plano -- Americas : United States : Texas : Renton -- Americas : United States : Texas : Richardson -- Americas : United States : Utah : Salt Lake City -- Americas : United States : Virginia : Chantilly -- Americas : United States : Washington : Everett -- Americas : United States : Washington : Pleasanton -- Americas : United States : Washington : Renton -- Americas : United States : Washington : Seattle -- Americas : United States : Washington : Washougal -- Americas : United States : Washington DC : Washington DCJob ID :42661___________________________________________________________________________________***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.

Keywords: Keysight Technologies, Santa Clara , Renewals Specialist - Major Accounts, Other , Santa Clara, California

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