Sales Director

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.

Keysight is looking for a strong and experienced leader within the test and measurement industry to manage a team of district sales managers focused on driving competitive share gains and customer satisfaction, while influencing Keysight's strategic plan of record in Germany. As one of the national sales managers (NSM) within Europe Sales Operations (ESO), you will be responsible for growing Keysight sales in some of our most important customers by managing, coaching, and developing your team to generate brand preference for Keysight solutions through a variety of initiatives such as supporting industry led events, seminars, technical demonstrations, competitive analysis, and strategic collaborations with early adopters who drive technology ecosystems.

Your responsibilities will span the entire portfolio of Keysight’s solutions and services.

Your mission will be to elevate Keysight’s role/relationship with customers and develop strategic partnerships to become more relevant to their business success. This will require a deep understanding of customers’ business and marketplace, along with the ability to articulate a clear return on investment as opposed to selling on technical merits alone. You will also need the leadership skills required to work across organizations, including Keysight Industry Solution (IST) Teams and Centers of Excellence (COE), to align Keysight’s business activities with the plans of your customers.

The German Sales Team currently consists of direct and territory account managers in strategic and competitive markets such as 5G/6G (infrastructure, chipset, system integrators), Aerospace & Defense (including New Space/NTN, EW, Radar…), automotive (Electrical & autonomous Vehicle, batteries/giga factories, charging infrastructure and Grid, test houses and eco system), territory/SMEs and Research.

This position is available in Germany for all Keysight Locations, the locations listed are more symbolic and are not limited to these sites.

Responsibilities

• This leadership position is responsible to establish and drive growth strategies achieving top line and bottom-line results, supporting organization and resource planning to drive the business via customer engagement across industries in Germany within the allocated cost envelope.
• Leads a team of managers, sales, and support professionals to exceed sales targets and financial metrics and ensure high levels of customer satisfaction.
• Drive collaboration with other functions such as ISTs, Marketing, Finance and HR, and is accountable for the new SPR topline goals.
• Focus to deliver business and financial metrics including quota achievement, FSO/OTR, discount targets, linearity goals, and HC/budget management.
• Establish and drive Keysight and KGS growth strategies achieving top line and bottom-line results in partnership with the IST/COE VPs and the Keysight Executive team.
• Develop and deploy Sales strategies and business development initiatives to accelerate growth and achieve business objectives from Global, Major and Territory customers located in Germany.
• Own and drive KPI’s beyond quota achievement and sales growth; include rigorous Funnel Management and Metrics, Forecast Accuracy, Fresh Shippable Orders, Discount Reduction, Solution Sales, and Territory Growth.
• Proactively engage and influence cross functionally to create & drive new business opportunities, including sales, marketing, and product/solution teams (IST and COE relationships).
• Continuously make tradeoffs and allocates resources to support fast, focused execution, while balancing overall CPOD/loading with focus on increased productivity and efficiency
• Obtains and brings in customer insight by understanding customer’s priorities, challenges, and their articulated and unarticulated needs.
• Understand industry and market trends and lead the organization to capitalize on new opportunities, capture new business, increase market share, and discover ways to expand Keysight’s Served Addressable Market (SAM)
• Ability to provide accurate forecast, which includes the interpretation and perspective of DMs & team dynamics, based on business acumen, knowledge of current market conditions and growth expectations.
• Established layer of key business contacts beyond that of their frontline sales team ensuring a good high level layered alignment with key business leaders and governmental organizations within their region.
• Build and maintain strategic relationships with Executives and high-level leaders from our strategic customers, partners and industry leaders.
• Drive continued operational improvements in the organization, including improvements to our sales tools, sales processes, and training requirements.
• Partner closely with marketing and demand generation to refine and optimize inbound lead channels to align with sales efforts.
• Demonstrates leadership in the execution of the Keysight Leadership Model, collaborate effectively with all organizations within Keysight.
• Create clear strategies, goals, and metrics for the sales team, and provide the leadership and coaching necessary to build a collaborative, high-performance team.
• Ensure the highest level of integrity and compliance to protect the company’s brand and alignment with Keysight’s Standards of Business Conduct

• Bachelors or Master Degree or University Degree or equivalent plus typically 5 years of relevant experience as a first level and second level manager.
• Demonstrated strong management and leadership skills in implementing program/organization strategies.
• Exceptional track record of developing and implementing sales strategies that consistently met/exceeded goals.
• A solid balance of strategic planning and operational management skills with experience in managing sales teams and large strategic accounts.
• Experience managing different selling models (transactional, on-line, indirect, executive, etc.).
• Demonstrated ability to manage complex sales funnel and develop business plans to enable and accelerate sales growth.
• Data driven leader with a good understanding of CRM and other key metrics to identify areas needed for improvement.
• Cross-functional leadership experience integrating the resources of several complex departments or functions including field, IST’s, and COE’s
• Knowledge of and experience in one or more of the following key market segments: Communications, Aerospace Defense, Computer & Semiconductor, Automotive
• Strong communications and people development skills with passion to win.
• Strong leadership skills with ability to motivate, mentor, support, and evaluate managers and sales employees.

• Bachelors or Master Degree or University Degree or equivalent plus typically 5 years of relevant experience as a first level and second level manager.
• Demonstrated strong management and leadership skills in implementing program/organization strategies.
• Exceptional track record of developing and implementing sales strategies that consistently met/exceeded goals.
• A solid balance of strategic planning and operational management skills with experience in managing sales teams and large strategic accounts.
• Experience managing different selling models (transactional, on-line, indirect, executive, etc.).
• Demonstrated ability to manage complex sales funnel and develop business plans to enable and accelerate sales growth.
• Data driven leader with a good understanding of CRM and other key metrics to identify areas needed for improvement.
• Cross-functional leadership experience integrating the resources of several complex departments or functions including field, IST’s, and COE’s
• Knowledge of and experience in one or more of the following key market segments: Communications, Aerospace Defense, Computer & Semiconductor, Automotive
• Strong communications and people development skills with passion to win.
• Strong leadership skills with ability to motivate, mentor, support, and evaluate managers and sales employees.