Territory Software Account Executive (Mid-Atlantic)

Keysight Technologies

Philadelphia (Philadelphia County)

On-site

USD 197,000 - 328,000

Full time

5 days ago

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Benefits offered by this job

Medical, dental and vision

401(k) Plan

Flexible Time Off

Job summary

Keysight Technologies is seeking a Software Account Executive to drive EDA software revenue in the Mid-Atlantic. You will build a qualified pipeline, expand within existing accounts, and lead value-based engagements that tie customer challenges to business outcomes.

The role requires 5+ years in technology sales, excellence in multi-stakeholder selling, and proficiency with Salesforce; travel up to 50% is expected. Join a collaborative, high-performance team in a global leader.

Qualifications

Bachelor's degree or equivalent practical experience in a related field.
Five+ years of technology sales experience, software sales preferred.
Experience managing multi-stakeholder cycles and selling to technical and executive audiences.
Ability to communicate value of technical software across industries.
Willingness to travel up to 50%.

Responsibilities

Develop and execute a territory plan to achieve or exceed quota.
Create qualified pipeline through prospecting and account development.
Grow existing customers with cross-sell opportunities across EDA portfolio.
Lead value-based sales engagements connecting challenges to measurable outcomes.
Coordinate resources to deliver demonstrations, proposals, and contracts.
Maintain accurate CRM data and forecast; manage deal risk and timing.

Skills

Territory leadership

Account leadership

New-business development

Consultative selling

Value selling

Complex deal execution

Executive presence

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.

The Software Account Executive (SAE) is responsible for growing Keysight Electronic Design Automation (EDA) software revenue within the Mid-Atlantic territory. The SAE develops new business within existing accounts, wins new customers, and expands recurring and multiyear software relationships.

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 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 from technical users through executive and economic decision-makers.
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 handoffs, and customer outcomes.
Build trusted customer relationships, develop a strong understanding of each customer’s organization and market, 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-logo 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 qualification, 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
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
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

Careers Privacy Statement

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.

Note:

For other locations, pay ranges will vary by region

District of Columbia pay range

MIN $196,740- MAX $327,890

Maryland pay range

MIN $182,680- MAX $304,470

New York City pay range

MIN $215,180- MAX $358,630

US Employees May Be Eligible For The Following Benefits