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Services Sales Specialist - Corporate Education

Date:  Nov 9, 2019
Country:  United States
State / Province:  Colorado
City:  Colorado Springs
Job Type:  Regular
Job ID:  35589

Job Description

Keysight Education Services Sales:
•    Responsible for leading the rapid growth of Keysight Education Services throughout US and Canada.
•    Takes overall ownership of definition and communication of education services program, framework, and development and ongoing refinement of sales message and collateral
•    Partners closely with Keysight Global Services Organization to define offerings, deliverables, and execution of education services
•    Partners closely with Keysight services sales team and account managers to create and close new education services sales opportunities
•    Works with marketing to define and implement effective outbound campaigns and increase volume and impact of inbound leads
•    Responsible for generating, utilizing, and distributing effective value-based sales messages, techniques, and materials for engaging customers on their education and training needs
•    Leverage and build network of customer executive relationships to aggressively build funnel of new education services sales opportunities 
•    Takes lead on strategic enterprise/executive sales engagements for education services
•    Proactively acts to understand customer needs to tailor value-based sales message and feed market insights back into education services program.
 

Job Function

Key Competencies:
Sales Capabilities:
•    Ability to assess and understand customer's business challenges and initiatives and can identify issues that the customer may not even know they have that may lead to education services opportunities
•    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.
•    Proven track record of successfully selling to customer executives (director and above)
 
Closing Deals:
•    Proactively creates "deal velocity" by controlling the sales process vs the customer's procurement process controlling them
•    Business & Financial Acumen 
•    Relate financial aspect and benefits of Keysight's value proposition to meeting customer's education requirements
•    Demonstrate knowledge of customer's industry and markets and how that impacts their training needs
 
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 education 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)
•    Ability to create and articulate a tailored message to the customer
•    Responsible for creating Keysight value proposition for customer opportunities and effectively adapting and presenting it to all levels in customer's org
•    Financial and numerical acumen to quickly create effective financial models to quantify value of Keysight education services, business impact of decision, and drive deals toward closure. 
•    Confidence to act as consultant and make training recommendations to customers based on qualitative value, financial models, and industry best practices.
•    Responsible for co-creating Statements-of-Work (SOWs) with the education services delivery team, presenting to the customer, and leading deal execution through to closure.      
 
Professional Communications:
•    Ability to proactively communicate to the customer utilizing: writing (email), reading, speaking, listening, phone conversations and Internet research
•    Able to stay on top of and synthesize latest trends, research, and best practices in the industry specific to corporate training and technical education and bring those commercial insights to customer to add value and lead customers to Keysight solution.
•    Proven ability to use data/statistics to build a value based sales message. 
•    Able to leverage previous wins and experiences into compelling examples/case studies to motivate new customer conversations.
•    Proven ability to lead the development of professional and impactful sales messages and collateral for both personal use and to be leveraged by the broader sales organization.
•    Capacity to lead internally and train other sales colleagues how to be successful in selling education services. 
 
 

 

Key Attributes:


•    Goal Oriented/Driven. Must be strongly proactive, self motivated, and ready to immediately jump in and drive ownership of responsibilities. 
•    Must be comfortable with creating clarity and structure in an environment of ambiguity, uncertainty, and change
•    Effective leader without formal authority. Effective at building internal cross-functional coalitions.
•    Strategic approach to selling and results oriented. Thoughtful about best use of time/resources to achieve goals. 
•    Believes education services are critical to the success of our customers and Keysight; passion to sell education services
•    Desire to move fast and with urgency to deliver results. 
 
 
Win-win attitude:
•    Flourishes in and embraces ambiguity and change
•    Wins and closes business despite internal/external process barriers
•    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
•    Must be egoless, confident in role and contributions, and team oriented - we win together
 
 
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
•    Must be deeply curious, open minded, and intellectually flexible - always asking questions, seeking input and diversity of perspective, and integrating into strategic plan. 

Job Qualifications

Educational and Experience Requirements

    • BS / BA degree preferred – technical or business
    • At least 5 years’ experience of successfully selling services 
    • Experience in corporate education/training sales or business development a plus
    • This position may be located anywhere in the US, near a major airport.

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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.

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Job ID : 35589 


Nearest Major Market: Colorado Springs

Job Segment: Business Development, Procurement, Sales, Operations