Senior Strategic Account Manager (DoD)

Anite

Calabasas (CA)

On-site

USD 225,000 - 376,000

Full time

6 days ago

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Benefits offered by this job

Health benefits

401(k) Plan

Flexible Time Off

Tuition Reimbursement

Adoption Assistance

ESPP

Job summary

Keysight seeks a Sr. Strategic Account Executive to grow EDA software revenue in the US DoW and aerospace/defense primes. You will own territory strategy, prospecting, and closing while coordinating with SEs, inside sales, marketing, and services to deliver measurable business outcomes.

You will lead value-based sales engagements, qualify opportunities using MEDDICC, and manage forecasting in Salesforce. Willingness to travel up to 50% is required.

Qualifications

Bachelor’s degree or equivalent practical experience in engineering, business, communications, or related field.
Five+ years of successful technology sales experience; software sales experience preferred.
Two+ years of experience selling to aerospace and defense; DoW bases and labs experience preferred.
Demonstrated success developing new customers, expanding strategic accounts, and meeting sales targets.
Experience managing complex, multi-stakeholder sales cycles and selling to technical and executive audiences.
Ability to articulate value of technical software solutions across multiple applications and industries.
Proficiency with Salesforce, Excel, and Office applications.
Willingness to travel up to 50% based on business needs.

Responsibilities

Develop and execute a territory plan prioritizing target accounts and quota achievement.
Create a qualified pipeline through disciplined prospecting and account development.
Grow existing customers by identifying new users, units, and cross-sell opportunities.
Lead consultative, value-based engagements linking technical challenges to business outcomes.
Engage DoW stakeholders from technical users to executives.
Qualify, advance, negotiate, and close complex software opportunities using MEDDICC or similar.
Maintain accurate CRM data and manage deal risk, velocity, and timing.
Coordinate cross-functional resources for demonstrations, proposals, contracts, and handoffs.
Build trusted customer relationships and represent customer priorities within Keysight.

Skills

Territory leadership

Account management

Consultative selling

Value selling

Sales cycle management

Executive communication

Travel up to 50%

Salesforce

Microsoft Excel

Microsoft Office

Education

Bachelor’s degree in engineering, business, communications, or related field

Tools

Salesforce

Microsoft Excel

Microsoft Office

Job description

Overview

Keysight is at the forefront of technology innovation, delivering breakthroughs and trusted insights in electronic design, simulation, prototyping, test, manufacturing, and optimization. Our ~16,800 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 award-winning culture embraces a bold vision of where technology can take us and a passion for tackling challenging problems with industry-first solutions. We believe that when people feel a sense of belonging, they can be more creative, innovative, and thrive at all points in their careers.

About The Role

The Sr. Strategic Account Executive (SAE) is responsible for growing Keysight EDA software revenue within an assigned geographic territory for the US Department of War (DoW) and Aerospace and Defense primes. The SAE develops new business within existing accounts and expands recurring and multi-year software relationships in the A/D market.

The SAE owns the territory strategy and sales process from prospecting through close. Success requires disciplined account planning, value-based selling, accurate funnel management, and effective coordination with Solutions Engineers, inside sales, marketing, customer success, services, product teams, and other internal partners.

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.

Measures of Success

Quota attainment and revenue growth
Territory and qualified pipeline growth
New‑business and new‑logo performance
Expansion of recurring and multi‑year customer relationships
Forecast accuracy, opportunity progression, and order linearity

Core Competencies

Territory and Account Leadership: Prioritizes accounts, allocates resources effectively, and influences cross‑functional teams without direct authority.
New Business Development: Demonstrates strong prospecting, pipeline creation, competitive positioning, and new customer acquisition skills.
Consultative and Value Selling: Discovers customer priorities, identifies unmet needs, and builds differentiated technical and financial value propositions.
Complex Deal Execution: Navigates multiple stakeholders, procurement processes, negotiations, and contracting requirements while maintaining momentum and value.
Business and Financial Acumen: Understands customer markets and can quantify the strategic and financial impact of Keysight solutions.
Executive Presence and Communication: Communicates credibly with technical, business, and executive audiences and delivers clear, compelling presentations.
Operational Discipline: Maintains accurate CRM data, applies rigorous qualifications, manages time effectively, and follows through on commitments.

Professional Attributes

Results‑oriented, self‑directed, and accountable
Strategic, proactive, and comfortable operating with urgency
Collaborative and effective in a matrixed organization
Adaptable and effective in ambiguous or changing environments
Curious and committed to continuous learning about customers, markets, technology, and the sales profession
Committed to customer value, professional integrity, and win‑win outcomes

Qualifications

Bachelor’s degree in engineering, business, communications, or a related field, or equivalent practical experience
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, multi‑stakeholder sales cycles and selling to both technical and executive audiences
Ability to understand and communicate the value of technical software solutions across multiple applications and industries
Proficiency with Salesforce, Microsoft Excel, and Microsoft Office applications
Willingness to travel up to 50%, based on customer and business needs

Preferred Experience

Experience selling Electronic Design Automation software, engineering simulation tools, or other complex technical solutions
Knowledge of RF and microwave, high‑speed digital, electromagnetic, system, device, semiconductor, photonics, power electronics, or design data and IP management workflows
Experience with MEDDICC, Challenger, value selling, or a comparable enterprise sales methodology

Texas Pay Range MIN $225,390.00 MIDPOINT $300,510.00 MAX $375,640.00

Note

For other locations, pay ranges will vary by region

US Employees May Be Eligible For The Following Benefits