Aerospace and Defense Account Manager

Overview
Keysight is on the forefront of technology innovation, delivering breakthroughs and trusted insights in electronic design, simulation, prototyping, test, manufacturing, and optimization. Our ~15, employees create world-class solutions in communications, 5G, automotive, energy, quantum, aerospace, defense, and semiconductor markets for customers in over countries. Learn more about what we do. Our powerful, award-winning culture embraces a bold vision of where technology can take us and a passion for tackling challenging problems with industry-first solutions. Diversity, equity & inclusion are integral parts of our culture and drivers of innovation at Keysight. 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 Aerospace Defense Key Account Field Sales Engineer will be responsible for managing the strategic and operational business for a selection of key Aerospace and Defense accounts, with the focus on guaranteeing customer success - the heart of our Keysight Leadership Model (KLM) to exceed sales goals and achieve profitable growth. Please note that we consider candidates from any part of Germany, as long as they are able to travel 50% of the time.

Responsibilities

1. Anticipate customer needs, challenge the status-quo, investigate underlying causes and identify short term or long-term solutions to create and lead business plans over the short-medium term.
2. Pro-actively engage with industry to identify new business opportunities and customers through prospecting and networking.
3. Cultivate and maintain strategic relationships with key customer stakeholders, experience in enterprise wide value selling with proven high-level customer engagement.
4. Design and execute strategic business plans, have a rigorous tactical implementation.
5. Engage with both internal and external stakeholders to enable successful execution of strategies and promote Keysight’s unique value.
6. Orchestrate a pool of internal resources in front of the customer without direct management reporting.
7. Explore adjacent business opportunities outside of the main T&M solutions - offering a broader, solution-based approach to enable deeper insights into customer challenges.
8. Manage a sales funnel accurately with forward planning over a 6 months period.

Key Metrics:
Deliver on-quota results. Show growth in Solutions and Services based opportunities. Manage discounts in line with targets.

What We Offer:
A place within an exciting company and recognized Top Employer! At Keysight we develop with our visionary, market leading and highly innovative customers breakthroughs that connect and secure the world. We offer a competitive salary and benefits package and, after proven results, a growth path within the company. APPLY TODAY!

Qualifications
A successful Test & Measurement sales track record (minimum 5 years) - Sales experience should ideally include selling to major Aerospace and Defense accounts. Have a good understanding of the Aerospace Defense industry - the key drivers and challenges facing this sector over the coming years, know about the various A / D segments and the high-level technologies & A / D programs needs. Understanding the electronic Aerospace Defense market in Germany and surrounding ecosystem. Documented track record of consistent sales and growth success, superior large account management, solutions and services sales skills. Proven success in leveraging successes across multiple accounts. Strong communications skills for both external & internal interactions. Bachelors or Masters Degree or University Degree in Electrical Engineering, Physics or equivalent fields. An additional important requirement is that the candidate must have German citizenship and be fluent in German.

• Keysight is an Equal Opportunity Employer.