Renewal Sales Specialist at Keysight Technologies in Colorado Springs, Colorado

Posted in Other 2 days ago.

Type: Full Time





Job Description:

Job Description

At Keysight Technologies, we help companies address their toughest challenges with precision and confidence. We offer the most precise electronic measurement solutions in the industry, with advanced software to match. Our employees leverage their insight and passion to revolutionize electronic measurement and make a difference in the world.

Keysight's Global Sales organization have a great opportunity for the right individual to become part of a new, exciting and dynamic team!

The Customer Success Specialist (CSS) demonstrates proven and disciplined sales methodologies and is responsible for selling maintenance renewals for Keysight hardware and software products. This includes sale of first year conversions (renewals), maintenance agreements and upselling the Keysight Portfolio to the entire customer organization, from technicians to executives. Their focus will be on acting as a trusted advisor to our customers, influencing long-term strategic direction, whilst building and maintaining customer relationships to ensure the timely and effective renewal of existing customers agreements.
The successful CSS leads the development and disciplined execution of the renewal playbook for the assigned territory in the America's region to generate business growth opportunities. Navigating complex selling processes; they proactively lead customers through the sales process to close renewal opportunities. CSS' explore and understand complex customer requirements on a business level to engage, educate, and ensure satisfaction of the installed base. They must develop outstanding renewal account plans while gaining understanding of Keysight's broad solutions portfolio to build a strong renewal funnel and incremental upsell opportunities.

Some Key Competencies for this Role:

Sales Capabilities

- Demonstrated track record in disciplined execution of a renewals process including funnel management to enable reaching and exceeding sales goals in a services business.

- Demonstrate a proactive ability to ensure a timely renewals process.

- Ability to continually assess and understand customer's business initiatives and identify issues/opportunities that might adversely affect the health of the renewal. Furthermore, they must possess to ability to engage the appropriate technical resources to mitigate at-risk renewals in proactive manner.

- The ability to articulate and demonstrate (at a high level) Keysight's value propositions to the customer at all levels within their business

- Skilled negotiator
Executive Presence

- Leads Customer Business Reviews and other Sales related projects requiring coordination with partner organizations within the business

- Skilled at communicating high-level value propositions, articulating strategic impact that Keysight can make to deliver business outcomes for our customers
Measurables

- Quota Performance

- Renewal Rate Performance
o In Order Dollars
o In Number of Agreements
o Growth YoY
o Upsell

- Renewal Health Analysis
Key Attributes

- Strong sales skills

- Strong communication and organization skills

- Effective at remote selling (phone, email, web chat) in a timely manner

- Goal oriented

- Demonstrates sense of urgency

- Able to multitask

- Passion for Customer Satisfaction

- Skilled in Salesforce, Excel and other Microsoft Office Products

- Adheres to the Standards of Business Conduct

- Has a driven, proactive mindset

- Partners well with immediate Sales Team and other internal resources
Business & Financial Acumen Capability
Presentations/Influencing, Creating & Articulating 'The Story'
Professional Communications

Job Qualifications

To be successful in this position, you bring with you:
- Strong ability to manage complex sales funnel and develop business plans to enable and accelerate sales growth
- Strong Customer relationship building skills at all levels
- Strategic scheduled approach to selling; driven by disciplined execution and proactive proven sales methodologies and mentality
- Goal Driven with strong relationships inside and outside the company and drives for robust internal partnerships and collaborations cross-functionally
- Win/ win attitude with sound judgment and resource management
- Curious/Learning Mindset with a fierce and unwavering desire to know and learn more about their customer and their own profession
- Works collaboratively with service sales colleagues, Keysight business centers, marketing and delivery teams to maximize business results and create growth opportunities
** This is a non-technical position **

Job Function
Sales
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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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