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Regional Enterprise Agreement Director - EMEAI

Date:  May 13, 2021
Country:  United Kingdom
State / Province:  Berkshire
City:  Winnersh
Job Type:  Regular
Job ID:  40381

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 is looking to leverage our strong software business to create enterprise agreements that will help generate additional value with our customers and significantly increase our Annual Recurring Revenue profile. These enterprise agreements will include a broad cross-section of our Test & Measurement software applications. The intent is to create a continuous, sustainable and growing revenue stream. 


To enable this, we are looking for a Regional Enterprise Agreement Director for the EMEAI region to work with the National Sales Manager, Global Account Manager(GAM), Account Sales Reps and Business Development for defined accounts to help evangelize and accelerate the adoption of Enterprise Agreements - to guarantee customer success, the heart of our Keysight Leadership Model.


The Director will take the lead role in executing the Enterprise Agreement process with selected accounts and will demonstrate/teach how to create and negotiate enterprise agreements so that the GAMs and Account Sales Reps will be able to take the lead for future opportunities.   


This process will be run with clear roles & responsibilities, a standard enterprise agreement playbook, business development support, and sales tools. This requires an experienced leader with strong business acumen and knowledge of enterprise selling and enterprise agreements. Experience coaching, managing change, as well as demonstrated success in achieving growth goals, enterprise, and executive selling will be required. 


The Enterprise Agreement Director will report directly into the Global Sales VP of Enterprise Agreements & Licensing. 


Specific Responsibilities:

  • Own & lead the enterprise agreement process for the defined focus accounts
  • Qualify, Develop & Propose, Negotiate & Close, reflect & learn – in conjunction with Sales Teams
  • Own & lead the process to manage the defined enterprise agreement target accounts for respective region resulting in region level Enterprise Agreement Sales Funnel
  • Exceed the region Enterprise Agreement sales and financial plan each quarter
  • Coach & Train respective Sales team on Enterprise Agreements Strategic Approach, process and tools
  • Help define & develop the Enterprise Agreement strategies, streamline globally consistent processes and tools that you will assist in deploying
  • Be the Enterprise Agreement champion for the respective region (SPOC for questions and support)
  • Understand industry & market trends, and gather industry best practices that can be leveraged internally
  • Collect intelligence post deals that will drive improvement of enterprise agreement approach
  • Own region-specific dashboard that will feed applicable metrics into an enterprise agreement global dashboard
  • Ensure the highest level of integrity and compliance. Protect the company’s brand and alignment with the Keysight Standards of Business Conduct

 

Candidates can be based in Winnersh (UK), Paris (FR), Böblingen & Munich (DE), Barcelona (ESP) with close connection into EMEA sales teams. 

What We Offer

A place within an exciting company and recognized market leader!

At Keysight we develop with our visionary, market leading and highly innovative customers breakthroughs that connect and secure the world. 

We offer a competitive salary and benefits package and, after proven results, a growth path within the company - working in a tight-knit, high performing, global team reporting directly into the Global Sales VP of Enterprise Agreements & Licensing!

Job Qualifications

Competencies:

  • Understands the uniqueness of selling enterprise software and services agreements, particularly the challenges and opportunities in a traditional hardware-based company
  • Ability to engage with customers and create executive relationships that help capture customer’s trust and business
  • Ability to make the tough decisions on which opportunities to target.  Clarifies the critical priorities, based on experience and as a result of collaborating with the Customer Account Sales team, Industry Solutions Teams and Business Development.
  • Ability to ensure customer account sales team engagement at the executive level; understands customer’s priorities, challenges, markets, and can help drive Keysight business through executive relationships
  • Works with account sales team to create value-based solutions to serve customers and solve problems across their workflow. Leads in creating customer insight
  • Encourages innovation and minimizes bureaucracy to support customers and ease of doing business with Keysight

 
Keysight Leadership Model (KLM) behaviors:

  • Applies challenger sales model concepts to creation of actionable concepts
  • Champions and collaborates across regions and Industry Solution Teams to win enterprise agreements
  • Works with customers and the industry solution groups to align customer solution plans and the Keysight software and services roadmap
  • Bring customer/market insights back to Industry Solution Teams & Business Development teams
  • 8-10 years of related experience
  • Knowledge of software licensing and services, along with Enterprise selling expertise
  • Exceptional track record of developing and implementing sales strategies that consistently met/exceeded goals
  • Strong leadership skills with an ability to motivate, mentor, engage and support the region sales team related to Enterprise Agreements
  • Strong communication skills
  • Experience working in matrixed organizations where high levels of collaboration across business groups is required
  • Track record of success implementing new programs and approaches
  • Ability to think creatively and decisively in ambiguous situations
  • Experience negotiating large multi-million dollar contracts
  • Bachelor’s degree in business, Engineering or related field, masters degree preferred

Keysight is an equal opportunity employer.

Job Function

Sales

 

Business:

Keysight Global Sales - Global Services Sales

Employment Program:

Regular

Duration (temp position only):

Not Applicable

Relocation Benefits:

No

Shift:

Day Job

Schedule:

Full Time (F)

Travel Required:

< 25%

Staffing Recruiter:

Christopher Johnson

 

 

 

Candidates can be considered to work from the following locations:

 

EMEA : France : Essone : Les Ulis || EMEA : France : Haute-Garonne : Blagnac || 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 : Spain : Andalusia : Malaga || EMEA : Spain : Basque country : Bilbao || EMEA : Spain : Catalonia : Barcelona || EMEA : Spain : Madrid : Madrid || EMEA : United Kingdom : Berkshire : Winnersh || EMEA : United Kingdom : Corsham : Corsham || EMEA : United Kingdom : Hampshire : Fleet || EMEA : United Kingdom : London : London || EMEA : United Kingdom : Scotland : Edinburgh || EMEA : United Kingdom : Suffolk : Ipswich || EMEA : United Kingdom : West Midlands : Telford

 

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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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