OverviewThe Software Account Executive (SAE) is responsible for growing Keysight Electronic Design Automation (EDA) software revenue within the
Southeast US region. 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
The level of role will be based on applicable experience, education and skills; Most offers will be between the minimum and the midpoint of the Salary Range.
Note: pay ranges will vary by region
US Employees may be eligible for the following benefits:
- Medical, dental and vision
- Health Savings Account
- Health Care and Dependent Care Flexible Spending Accounts
- Life, Accident, Disability insurance
- Business Travel Accident and Business Travel Health
- 401(k) Plan
- Flexible Time Off, Paid Holidays
- Paid Family Leave
- Discounts, Perks
- Tuition Reimbursement
- Adoption Assistance
- ESPP (Employee Stock Purchase Plan)
