Channel Account Manager

at  Keysight Technologies INC

Overview:
Keysight is on the forefront of technology innovation, delivering breakthroughs and trusted insights in electronic design, simulation, prototyping, test, manufacturing, and optimization. Our ~15,000 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 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.
Network Application Security (NAS) formerly known as the Ixia Solutions Group is part of Keysight Technologies provides testing, visibility, and security solutions, strengthening applications across physical and virtual networks for enterprises, service providers, and network equipment manufacturers. NAS offers companies trusted environments in which to develop, deploy, and operate. Customers worldwide rely on NAS to verify their designs, optimize their performance, and ensure protection of their networks to make their applications stronger.
The Senior Channel Account Manager will collaborate closely with the Enterprise and Operating Service Providers (OSPs) and the DACH Sales Teams to expand the reseller partner community and promote all NAS solutions. This role involves supporting distributors and reseller sales as well as marketing activities achieving performance metrics defined by management. The ideal candidate will be a skilled influencer capable of assessing the resellers’ needs and promoting innovation in the NAS partner community.
Responsibilities:

JOB QUALIFICATIONS:

• Bachelors or Masters Degree or University Degree or equivalent experience.
• Proven track record of exceeding quota in the indirect sale of complex technology.
• Has worked for, or with, top Security and Performance Monitoring Companies
• Channel sales and/or large account sales experience with proven C-level communications
• Broad understanding of technology, networking, information security, business process and the latest IT trends Team player who is willing to take on initiatives outside of an immediate job description.
• Excellent presentation, verbal and written communications skills.
• Well versed in one or more sales methodologies with active listening skills.
• Deep understanding of influence and the give-and-take of successful partnership.
• Regular use of innovation and strategy to guide tactical activities.
• Financial acumen and experience with non-technical business to business discussions.
• Leveraging Key Technology Partners.
  Careers Privacy Statement
  *Keysight is an Equal Opportunity Employer.

• Achieve distribution and reseller revenue targets.
• Develop a reseller channel partner profile and strategic plan working with the EMEA Channel Director and Regional Sales Manager.
• Leverage experience in the Enterprise and OSP sector working with the distributor and resellers.
• Recruit, train and onboard new strategic resellers and support regional reseller sales efforts to meet strategic plan goals.
• Collaborate with the NAS Channel Enablement and Professional Services teams to ensure resellers maintain appropriate training and certification levels.
• Work with Field and Channel Go to Marketing teams to:
• Create campaigns and development other programs.
• Share best practices among channels
• Promote NAS solutions in collaboration with wider teams within the distributor and reseller network.
• Track partner performance by:
• Establishing appropriate sales targets for each distributor and reseller partner.
• Creating and implementing business plans with strategic resellers.
• Understanding and using the leverage of Key Technology Partners.
• Maintaining scorecards based on sales results and opportunities.
• Managing performance, conflict and termination.
• Monitoring service delivery capabilities.
• Performing other business development and sales duties as assigned.
  Qualifications: