Senior A&D EDA Solutions Account Executive

Keysight Technologies; Austin (TX); On-site; USD 225,000 - 376,000; Full time

Benefits offered by this job

Medical, dental and vision

401(k) Plan

Flexible Time Off

Paid Holidays

Tuition Reimbursement

Adoption Assistance

Employee Stock Purchase Plan

Job summary

Keysight is seeking a Sr. Strategic Account Executive to grow EDA software revenue within the US Department of Defense and Aerospace/Defense primes.

You will own the territory strategy from prospecting to closing, coordinating with Solutions Engineers, inside sales, marketing, customer success, services, product teams, and other partners. Lead value-based engagements with cross-functional teams, manage a disciplined pipeline, and develop trusted relationships with technical users and executives.

Qualifications

• Five or more years of successful technology sales experience; software sales experience strongly preferred.
• Two or more years of experience in selling to the aerospace and defense industry; sales experience with DoW military bases and research labs strongly preferred.
• Demonstrated success developing new customers, expanding strategic accounts, and achieving sales targets.
• Experience managing complex, multistakeholder sales cycles and selling to both technical and executive audiences.
• Proficiency with Salesforce, Microsoft Excel, and Microsoft Office applications.
• Willingness to travel up to 50%.

Responsibilities

• Develop and execute a territory plan that prioritizes target accounts, growth opportunities, resources, and actions required to achieve or exceed quota.
• Create a qualified pipeline through disciplined prospecting, lead follow-up, account development, competitive displacement, and new-logo acquisition.
• Grow existing customers by identifying new users, applications, business units, and cross-sell opportunities across the Keysight EDA portfolio.
• Lead consultative, value-based sales engagements that connect customer technical challenges and strategic initiatives to measurable business outcomes.
• Engage and influence stakeholders in the DoW from technical users through executive and economic decisionmakers.
• Qualify, advance, negotiate, and close complex software opportunities using a consistent sales methodology, such as MEDDICC.
• Maintain accurate account, opportunity, forecast, and next-step information in Salesforce; proactively manage deal risk, velocity, and order timing.
• Coordinate cross-functional resources to deliver effective demonstrations, evaluations, proposals, contracts, implementation of handoffs, and customer outcomes.
• Build trusted customer relationships, develop a strong understanding of each customer’s organization, and represent the customer’s priorities within Keysight.
• Increase Keysight EDA awareness and market share through targeted outreach, industry engagement, and strong customer advocacy.

Skills

Technology sales

A&D sales

Multistakeholder selling

MEDDICC knowledge

Salesforce proficiency

Travel willingness

Education

Bachelor’s degree in engineering, business, communications, or a related field, or equivalent practical experience

Job description

Keysight is seeking a Sr. Strategic Account Executive to grow EDA software revenue within the US Department of Defense and Aerospace/Defense primes.

You will own the territory strategy from prospecting to closing, coordinating with Solutions Engineers, inside sales, marketing, customer success, services, product teams, and other partners. Lead value-based engagements with cross-functional teams, manage a disciplined pipeline, and develop trusted relationships with technical users and executives.