Services Account Manager

Keysight Technologies; Washington (District of Columbia); On-site; USD 151,000 - 251,000; Full time

Job summary

Keysight Technologies is seeking an Expert-Level Services Account Manager in the Northeast region. You will own large service portfolios across Calibration, Repair, Asset Management, Uptime Services, Managed Services, and Digital/Software Support as the primary post-sales leader.

You will develop account roadmaps, shape long-term strategies, and align advanced service capabilities with customer operational needs. Travel ~50% across regional sites, engaging with C-suite and engineering teams.

Qualifications

• 8-12+ years in technical account management, services sales, or lifecycle services.
• Deep understanding of electronic test equipment, calibration and repair processes.
• Proven ability to manage complex enterprise customers and close multi-year service agreements.
• Strong business acumen in negotiation, commercial structuring, and value-based selling.

Responsibilities

• Own and grow a portfolio of enterprise and A&D accounts across the Northeast region.
• Develop multi-year Lifecycle Services strategies aligned to roadmaps and test modernization.
• Lead executive reviews, QBRs, and long-term service planning discussions.
• Collaborate with Field Sales, Service Delivery, and Solutions Consulting to execute strategy.

Skills

Strategic account planning

Executive communication

Negotiation

Relationship building

Cross-functional coordination

Long-cycle sales

Problem-solving

Education

Bachelor's degree in Engineering/Business

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.

Location: MidAtlantic/East
Role Type: Full-Time, Advanced/Principal Individual Contributor
Business Unit: Keysight Global Services
Travel: 50% across regional customer sites

Keysight's Global Services organization is seeking an Expert-Level Services Account Manager to drive strategic growth, expand multi-year service contracts, and deepen account penetration across enterprise, semiconductor, aerospace & defense, and communications customers in the Northeast region.

This senior individual contributor will own large, complex service portfolios-Calibration, Repair, Asset Management, Uptime Services, Managed Services, and Digital/Software Support-acting as the primary business leader for postsales lifecycle value.

You will be responsible for developing account strategy, shaping long-term customer roadmaps, and aligning Keysight's advanced service capabilities with customer operational, engineering, and missioncritical requirements.

Responsibilities

Strategic Account Leadership

• Own and grow an assigned portfolio of high-value enterprise and A&D accounts throughout the Northeast region.
• Develop multi-year Lifecycle Services strategies tied to customer technology roadmaps and test modernization initiatives.
• Serve as the trusted advisor on test asset strategy, uptime optimization, calibration programs, and operational risk reduction.
• Lead executive-level service reviews, QBRs, and long-term service planning discussions.

Sales Growth & Business Development

• Drive YoY growth across all Keysight service offerings, consistently delivering against quota and profitability targets.
• Identify whitespace within accounts and introduce advanced solutions including KeysightCare, Repair & Calibration Services, Asset Optimization, Test Ops, Managed Services, and Test Automation software services.
• Build multi-year contracts leveraging Keysight's regional service centers and onsite managed service capabilities.
• Negotiate commercial terms, pricing, and service deliverables at expert level.

Customer Relationship Management

• Own C-suite, VP-level, and Director-level service relationships to ensure customer satisfaction and long-term retention.
• Engage deeply with engineering, metrology, operations, production, and program teams to understand mission requirements.
• Serve as escalation point for critical service events, outage mitigation, or urgent operational support.

Cross-Functional Leadership

• Partner with Field Sales, Services Delivery, Service Centers, Technical Support, and Solutions Consulting to execute customer strategy.
• Collaborate with Legal, Finance, and Operations to structure complex service agreements.
• Lead internal teams during RFPs, contract renewals, and technical solution development.

Qualifications

Required

• 8-12+ years in technical account management, services sales, or lifecycle services roles (preferably in test & measurement, A&D, semiconductor, telecom, or electronics industries).
• Deep understanding of electronic test equipment, calibration and repair processes, and asset lifecycle management.
• Proven ability to manage complex enterprise customers and close multi-year service agreements.
• Strong business acumen in negotiation, commercial structuring, and value-based selling.
• Ability to confidently lead customer executive reviews, service strategy sessions, and program readiness meetings.

Preferred

• Experience working with enterprise customers in the Northeast corridor-Aerospace & Defense, semiconductor fabs, network equipment providers, or R&D labs.
• Understanding of government contracting (DoD, FFRDC, prime/sub relationships) and ITAR/DFARS considerations.
• Familiarity with KeysightCare, TestOps, NPI support structures, and lab modernization programs.
• Bachelor's degree in Engineering, Business, or related field; MBA or technical graduate degree is a plus.

Core Competencies

• Strategic account planning and executive communication
• Expert-level negotiation and commercial strategy
• Technical credibility across test engineering and service operations
• Relationship building at all levels
• Problem-solving and escalation management
• Resource coordination across cross-functional teams
• Long-cycle and complex-deal sales execution

Success Indicators

• Annual growth of service contract value and penetration rate
• High customer satisfaction and strong renewal performance
• Increased multi-year service agreements and expanded KeysightCare adoption
• Strong alignment with Sales and Delivery teams to improve customer outcomes
• Development of long-term, strategic service roadmaps with top regional accounts

Key Competencies:

• Sales Capabilities:
  • Strong executive presence with the ability to lead Customer Business Reviews and coordinate with partner organizations.
  • Ability to develop and maintain positive long-term relationships with key customers at all levels.
  • Skilled in articulating and demonstrating Keysight's value propositions to customers.
  • Proven track record in disciplined execution of services and renewal sales processes, including funnel management to achieve and exceed sales targets.
  • Ability to assess and understand customer business initiatives and identify issues/opportunities affecting ARR business, attach rates, and customer satisfaction scores.
  • Problem-solving skills for a broad range of issues with varying scope and complexity.
  • Ability to manage complex sales funnels and develop business plans to accelerate sales growth.
  • Goal-driven with strong relationships inside and outside the company, and the ability to collaborate and drive alignment with multiple stakeholders.
• Key Attributes:
  • Strong sales management skills.
  • Excellent communication and organizational skills.
  • Driven, proactive mindset with the ability to work independently in a remote setting.
  • Goal-oriented with a sense of urgency.
  • Ability to multitask effectively.
  • Passion for customer satisfaction.
  • Win-win attitude with sound judgment and resource management.

Job Qualifications:

• BS EE or CE degree or equivalent experience required
• 10+ years of previous service sales experience.
• Experience working with strategic, major accounts on complex sales engagements.
• Ability to travel 50% of the time.

Pay Range: USD $150,730.00 - USD $251,220.00 Year

Careers Privacy Statement

Keysight is an Equal Opportunity Employer.