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Channel Sales Director EMEA

Date:  Apr 21, 2021
Country:  United Kingdom
State / Province:  Berkshire
City:  Winnersh
Job Type:  Regular
Job ID:  40064

Job Description

Keysight Technologies, Inc. is a leading technology company that helps enterprises, service providers, and governments accelerate innovation to connect and secure the world. Keysight's solutions optimize networks and bring electronic products to market faster and at a lower cost with offerings from design simulation, to prototype validation, to manufacturing test, to optimization in networks and cloud environments. Customers span the worldwide communications ecosystem, aerospace and defense, automotive, energy, semiconductor and general electronics end markets.

Keysight Technologies Network Application and Security (NAS) Division, is a leading global provider of Network Visibility, Security and Performance Test Systems for IP and Cloud based infrastructure and services.  NAS Solutions are used by Major Enterprise and Service to monitor, and resiliently secure, their networks. NAS network test and security solutions are used by Enterprises, Service Providers, and Governments, to validate the functionality and reliability of complex networks, devices, and applications.


The EMEA Channel Director will manage and work closely with NAS Channel Account Managers and Enablement Sales Engineers to grow and develop Keysight Xcelerate reseller partner community - to guarantee their and end customer success - the heart of our Keysight Leadership Model (KLM). The EMEA Channel Director will also work closely with the internal channel operations and marketing teams to support reseller sales and marketing activities and develop and maintain performance metrics as defined by management. The successful candidate will be a skilled influencer and be able to solicit support from key internal stakeholders to drive NAS channel growth.    

This position requires 25-50% travel.


Main Responsibilities:

  • Determine partner strategy to build and grow NAS presence across all key market segments and regions to achieve business targets. 
  • Work closely with Keysight global channel operations to drive Xcelerate programme compliance, enablement execution and improvements 
  • Partner with marketing to ensure the execution of campaigns and events to drive channel leads, pipeline and deal progression. 
  • Work closely with NAS Go To Market team to develop joint messaging and value propositions that highlight mutually beneficial relationship and value to end resellers and end users.
  • Work closely with the Channel Managers to drive the partner’s development strategy for the region and set a measurable plan.
  • Continually assess, clarify, and validate partner needs. Track, measure and report-out on channel effectiveness against targets, and adjust strategies as necessary. 
  • Manage team partner activities, including onboarding, technical training, opportunity support, creation of training material and coordination with local and global enablement resources
  • Understand partner’s go-to market strategy and core business to position appropriate NAS solutions
  • Work closely with NAS EMEA sales leadership to develop an aligned go to market strategy
  • Understand our partners’ businesses and develop strategies and incentives to make them more profitable through our partnership. 

What We Offer

A place within an exciting company! At Keysight we develop with our visionary, market leading and highly innovative customers breakthroughs that connect and secure the world. 

This role can be based in UK (Winnersh), Germany (Böblingen or Munich), France (Les Ulis), Spain (Barcelona, Madrid, Malaga) or Italy (Milan). 

Job Qualifications

  • 10+ years of channel management experience in the IT industry preferably in application monitoring and/or security related products
  • 5+ Years of experience managing a EMEA wide team
  • Experience managing and driving a Two Tier Channel Programme
  • Extensive technical and/or solution experience within industry and on similar products (for example FireEye, RSA, Imperva, Netscout, Riverbed, SPLUNK, ExtraHop, etc).
  • Developed, and executed, go to market plans to drive channel sales growth
  • Several years of partner focused experience, proven record of establishing new products with resellers/distributors
  • Excellent written and verbal English language skill, additional languages are desired and would be advantageous
  • Technical University or Bachelor’s degree

Job Function

Channel Sales Director EMEA



Keysight Global Sales - Europe

Employment Program:


Duration (temp position only):

Not Applicable

Relocation Benefits:



Day Job


Full Time (F)

Travel Required:

25 - 50%

Staffing Recruiter:

Christopher Johnson




Candidates can be considered to work from the following locations:


EMEA : France : Essone : Les Ulis || EMEA : Germany : Baden-Württemberg : Boeblingen || EMEA : Germany : Bavaria : Munich || EMEA : Germany : Bavaria : Oberhaching || EMEA : Germany : Bayern : Garching || EMEA : Germany : Hamburg : Hamburg || EMEA : Germany : Hessen : Frankfurt/Main Niederrad || EMEA : Germany : Nordrhein Westfalen : Bochum || EMEA : Germany : North Rhine Westphalia : Ratingen || EMEA : United Kingdom : Berkshire : Winnersh || EMEA : United Kingdom : Hampshire : Fleet || EMEA : United Kingdom : London : London



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***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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