Account Development Representative
JP-13-Hachioji
Global Careers (External)
Req #: 47515
Type: Regular
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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. Keysight's Global Sales organization have a great opportunity for the right individual to become part of an exciting and dynamic team! The Account Development Representative (ADR) demonstrates proven and disciplined sales methodologies and is responsible for selling renewals for the portfolio of Keysight EDA software products. This includes sale of first year conversions, maintenance agreements and upselling to the entire customer organization, from engineers to executives. Their focus will be on acting as a trusted advisor to our customers, influencing long-term strategic direction, whilst building and maintaining customer relationships to ensure the timely and effective renewal of existing customers agreements. The successful ADR leads the development and disciplined execution of the renewal playbook for their assigned territory to generate business growth. They navigate intricate selling processes, leading customers through the sales process to close renewal opportunities. ADRs explore and understand complex customer requirements on a business level to engage, educate, and ensure satisfaction of the installed base. They must develop outstanding renewal account plans while gaining understanding of Keysight's broad solutions portfolio to build a strong renewal funnel and incremental upsell opportunities. This is a remote position where occasional US travel may be required. Keysightのグローバルソフトウェアセールス事業部では、適任者がエキサイティングでダイナミックなチームの一員となる素晴らしい機会があります！ **アカウント開発担当者（ADR）**は、実証済みの規律ある販売手法に基づき、Keysight EDAソフトウェア製品のポートフォリオの保守・サブスクリプションの更新を販売する責任を負います。これには、初年度の保守契約、既存保守契約の販売、およびエンジニアから経営幹部まで顧客組織全体に対する販売促進活動が含まれます。この職務は、顧客の信頼できるアドバイザーとして行動し、長期的な戦略的方向性に影響を与えながら、既存の顧客契約のタイムリーかつ効果的な更新を確保するために顧客関係を構築および維持することです。 成功するADRは、担当領域の更新プレイブックの開発と規律ある行動を主導し、ビジネスの成長を生み出します。複雑な販売プロセスを舵取りし、顧客を販売プロセスに導いて更新契約を締結します。ADRは、ビジネスレベルで複雑な顧客要件を探求し、理解し、既存顧客の満足度を確保するために関与し、時には教育します。彼らは、Keysightの広範なソリューションポートフォリオを理解しながら、アカウントのサポート計画を立て、強力な更新見込み客と追加の販売機会を構築します。この業務は電話や電子メール、Teams等によるオンライン営業が主となりますが、場合によっては日本国内、アジア諸国、そして米国への出張の機会があります。 Responsibilities: Some Key Competencies for this Role: Sales Capabilities * Demonstrated track record in disciplined execution of intricate renewals processes and funnel management to ensure reaching and exceeding sales goals in a software business. * Demonstrate ability to ensure a timely renewals process. * Ability to continually assess and understand customer's business initiatives and identify issues/opportunities that might adversely affect the health of the renewal. Furthermore, they must possess to ability to engage the appropriate resources to proactively mitigate at-risk renewals. * The ability to articulate and demonstrate Keysight's value propositions to the customer at all levels within their business * Disciplined and thorough attention to detail, ability to manage a large funnel, and deliver accurate sales forecasts * Skilled negotiator Performance Measures * Quota Performance * Renewal Rate Performance o In Order Dollars o In Number of Agreements o Growth YoY o Upsell * Renewal Health Analysis Key Attributes * Strong sales management skills * Strong communication and organization skills * Effective at remote selling (phone, email, web chat) in a timely manner * Goal oriented * Demonstrates sense of urgency * Able to multitask * Passion for Customer Satisfaction * Adheres to Standards of Business Conduct * Has a driven, proactive and growth mindset * Partners well with immediate Sales Team and other internal resources * Strong ability to manage complex sales funnel and develop business plans to enable and accelerate sales growth * Strong Customer relationship building skills at all levels * Strategic scheduled approach to selling; driven by disciplined execution and proactive proven sales methodologies and mentality * Goal Driven with strong relationships inside and outside the company and drives for robust internal partnerships and collaborations cross-functionally * Win/win attitude with sound judgment and resource management * Curious/Learning Mindset with a fierce and unwavering desire to know and learn more about their customer and their own profession * Works collaboratively with software sales colleagues, Keysight business centers, marketing and delivery teams to maximize business results and create growth opportunities この役割に求められる要素 * ソフトウェアビジネスでの販売目標を達成、さらには目標を超えるためにソフトウェアの更新プロセスとファネル管理の規律ある実行能力 * タイムリーに更新を行う能力 * 顧客のビジネス計画を継続的に評価・理解し、更新に悪影響を及ぼす可能性のある問題/機会を特定する能力。さらに、リスクのある更新を積極的に軽減するために適切なリソースを関与させる能力。 * Keysightの価値提案を顧客やその上位マネージャーに明確に説明し、示す能力。 * 細かなことへの注意が行き届く能力、広範なファネルの管理能力、正確な販売予測を報告する能力。 * 交渉スキル パフォーマンス指標 * 販売ノルマ達成状況 * 更新率 * 受注額 * 契約数 * 年間成長率 * 追加販売額 * 更新健全性分析 主要属性 * 販売管理スキル * コミュニケーションおよび組織への順応スキル * タイムリーなリモート販売（電話、メール、ウェブチャット） * 目標志向 * 必要な時に迅速に動けるフットワーク * マルチタスク * 顧客満足への情熱 * ビジネス行動基準への準拠 * 積極的で成長志向のマインドセット * 周囲のセールスチームおよび他の内部リソースとの良好なパートナーシップ * 販売ファネルを管理し、販売成長を可能にし加速するビジネス計画を開発する能力 * 顧客関係構築スキル * 規律ある実行と積極
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