Job Description

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:

Job Description

The Central Region Channel Account Manager (CAM) will work closely with Keysight’s (formerly Ixia) North America sales teams to grow the resale partner community and promote all Keysight solutions for Enterprise IT. The CAM will also support reseller sales and marketing activities for the Central US, and work to deliver the performance metrics defined by management. The successful candidate will be a skilled influencer able to assess the resellers’ needs and promote innovation in the Keysight partner community. Travel: up to 50%. (Location: United States – Chicago, IL)

Job Responsibilities

Attainment of reseller revenue targets, both regional and national as assigned
Develop a resale channel partner profile and strategic plan working with the Regional Sales Directors
Understand all aspects of enterprise IT and how Keysight solutions will fit into each resellers’ unique business
Influence resellers to promote Keysight solutions and embrace the larger strategic value of the Keysight enterprise solution lifecycle
Recruit, train and onboard new strategic resellers and support regional reseller sales efforts to meet strategic plan goals
Increase the understanding of Keysight’s strategic value at existing resellers through proven strategic selling efforts at all levels of a reseller organization
Work with resellers to maintain appropriate training and certification levels
Work with channel marketing to: create incentives, SPIFs and recognition programs; spread best practices among channels
Promote Keysight solutions through lead generation funds
Work with product marketing to identify new product sales opportunities with resellers

Job Function

Sales

Qualifications:

Job Qualifications

7+ years channel sales experience, preferably with a manufacturing technology company
Proven track record of exceeding quota in the indirect sale of complex technology
Channel sales and/or large account sales experience with proven communication skills
Broad understanding of technology, networking, information security, business process and the latest IT trends
Team player who is willing to take on initiatives outside of an immediate job description
Excellent presentation, verbal, and written communications skills
Well versed in one or more sales methodologies with active listening skills
Deep understanding of influence and the give-and-take of successful partnership
Regular use of innovation and strategy to guide tactical activities
Financial acumen and experience with non-technical business to business discussions

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