Distribution Partner Account Manager

About Keysight:

Keysight is on the forefront of technology innovation, delivering breakthroughs and trusted insights to the world’s visionaries and innovators in electronic design, test, manufacturing, and optimization. Our ~15,000 employees create world-class solutions in wireless communications, 5G, automotive, quantum, aerospace, defense, and semiconductor markets for customers in over 100 countries.

We’re recognized as a Great Place to Work across the globe due to our robust culture and dynamic working environment. Our global team acts as “One Keysight,” using collaboration, inclusivity, and integrity to advance technology. We’re driven and curious, and we value all ideas, especially bold ones. And our strong culture extends far beyond our own walls. We leverage our corporate social responsibility framework to support our communities, nurture the next generation of engineers, and promote environmental sustainability. Our technical solutions – and our methods for creating them – help connect and secure the world. Learn more about what we do and how we do it.

About the Job:

Do you want to take your expertise in Indirect Channel (Reseller Partners) Sales to the next level? Do you have a background in electronic test and measurement? Then this is your opportunity to join our Channel Sales team and play a critical role for our partners to achieve maximum success with our products.

Reporting to the Channel Manager your prime responsibility is to grow the Keysight sales on the Distribution Portfolio, specifically in the UK & Ireland and potentially other European countries by leading Keysight engagement on selected accounts, winning market share for customers and providing specialized expertise to partners or customers to win competitive deals.

In this role you carry legal sales quota, are required to travel 50% of the time and will be based in our UK office located near Reading

About the Team:

Part of an international Indirect Sales team, around 10 colleagues spread into Europe countries, reporting to a Chanel Account Manager, all included into the EMEA global Indirect Sales organization

Responsibilities:

• Visit customers and support channel distribution partners to maximize funnel conversion rates to orders as well as driving eCommerce sales directly to Keysight
• Key accounts Business development: Plan with partner's sales organization joint visits and run instrument/solution demonstrations to customer end-users and deliver seminars on Keysight Test & Measurement products (Oscilloscopes, Data Acquisition, LCR Meters, Signal Generators & Analyzers, RF and MW applications).
• Provide remote coaching and technical expertise to Partners when needed, as well as directly to end-customers.
• Work with the Channel Account Manager to identify and qualify growth opportunities in selected countries and develop potential business opportunities by actively and systematically prospecting potential accounts as well as by challenging customers on relevant technologies like IOT, Automotive, Defense, Wireless.
• Work with our EMEA eCommerce Sales Manager to Help with the implementation of Keysight’s e-Commerce Platform both for Partners and Customers,
• Monitor competitor’s strategy, product introduction and performance, maintain assessment on Keysight local competitors.
• Provide regular feedback on partner's performance, e-Commerce development, and push Keysight Direct Sales to reference Distribution portfolio in their accounts.
• Provide regular business reports to Keysight managers.

Measure of success:

• “Sell-Out” (Volume sold by distribution partners) & Sell-Out growth achievement
• e-Commerce sales ramp-up
• Direct Sales orders and alignment with Direct sales Global Account Managers
• Customer end user account growth
• Control Discount %
• Number of customer visits
• Sales & Technical skills

Qualifications

Required Qualifications:

• Bachelors / Master’s / University degree / Engineering School degree / in electronics.
• Prior experience in Channel Partner Sales or Direct sales would be preferred
• Excellent knowledge of Electronic Test and Measurement instruments like digital oscilloscopes, RF and MW products (Vector Network Analyzer, Signal Generator, Spectrum Analyzer, etc.).
• User of Test Program Software applications.
• Good understanding of electronics applications used in the industries
• Fluent in English (Mandatory - C2 level),
• Valid EU/UK driving license

Nice to have Qualifications:

• 3-4 years relevant experience as an R&D (digital and RF) engineer is typical for this role.
• Soft skills:
• You will need to be ready to work in a multinational and multicultural environment.
• You are experienced in achieving objectives and like being proactive on partner and customer engagements.
• You are innovative in front of the customer, flexible to adapt to different environments and business changes and know how to apply analytics to understand the business and market trends in each country.
• You are generally recognized as great communicator and excellent ‘driver’, always motivating yourself and others.
• You are open to digitalization sales through e-Commerce, e-Procurement Platform.