Services Account Manager
US-MD-Annapolis
US Careers (External)
Req #: 53854
Type: Regular
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Overview: Keysight is at the forefront of technology innovation, delivering breakthroughs and trusted insights in electronic design, simulation, prototyping, test, manufacturing, and optimization. Our ~16,800 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 award-winning culture embraces a bold vision of where technology can take us and a passion for tackling challenging problems with industry-first solutions. We believe that when people feel a sense of belonging, they can be more creative, innovative, and thrive at all points in their careers. Location: MidAtlantic/East Role Type: Full-Time, Advanced/Principal Individual Contributor Business Unit: Keysight Global Services Travel: 50% across regional customer sites Keysight's Global Services organization is seeking an Expert-Level Services Account Manager to drive strategic growth, expand multi-year service contracts, and deepen account penetration across enterprise, semiconductor, aerospace & defense, and communications customers in the Northeast region. This senior individual contributor will own large, complex service portfolios-Calibration, Repair, Asset Management, Uptime Services, Managed Services, and Digital/Software Support-acting as the primary business leader for post‑sales lifecycle value. You will be responsible for developing account strategy, shaping long-term customer roadmaps, and aligning Keysight's advanced service capabilities with customer operational, engineering, and mission‑critical requirements. Responsibilities: Strategic Account Leadership * Own and grow an assigned portfolio of high-value enterprise and A&D accounts throughout the Northeast region. * Develop multi-year Lifecycle Services strategies tied to customer technology roadmaps and test modernization initiatives. * Serve as the trusted advisor on test asset strategy, uptime optimization, calibration programs, and operational risk reduction. * Lead executive-level service reviews, QBRs, and long-term service planning discussions. Sales Growth & Business Development * Drive YoY growth across all Keysight service offerings, consistently delivering against quota and profitability targets. * Identify whitespace within accounts and introduce advanced solutions including KeysightCare, Repair & Calibration Services, Asset Optimization, Test Ops, Managed Services, and Test Automation software services. * Build multi-year contracts leveraging Keysight's regional service centers and onsite managed service capabilities. * Negotiate commercial terms, pricing, and service deliverables at expert level. Customer Relationship Management * Own C‑suite, VP-level, and Director-level service relationships to ensure customer satisfaction and long-term retention. * Engage deeply with engineering, metrology, operations, production, and program teams to understand mission requirements. * Serve as escalation point for critical service events, outage mitigation, or urgent operational support. Cross-Functional Leadership * Partner with Field Sales, Services Delivery, Service Centers, Technical Support, and Solutions Consulting to execute customer strategy. * Collaborate with Legal, Finance, and Operations to structure complex service agreements. * Lead internal teams during RFPs, contract renewals, and technical solution development. Qualifications: Required * 8-12+ years in technical account management, services sales, or lifecycle services roles (preferably in test & measurement, A&D, semiconductor, telecom, or electronics industries). * Deep understanding of electronic test equipment, calibration and repair processes, and asset lifecycle management. * Proven ability to manage complex enterprise customers and close multi-year service agreements. * Strong business acumen in negotiation, commercial structuring, and value-based selling. * Ability to confidently lead customer executive reviews, service strategy sessions, and program readiness meetings. Preferred * Experience working with enterprise customers in the Northeast corridor-Aerospace & Defense, semiconductor fabs, network equipment providers, or R&D labs. * Understanding of government contracting (DoD, FFRDC, prime/sub relationships) and ITAR/DFARS considerations. * Familiarity with KeysightCare, TestOps, NPI support structures, and lab modernization programs. * Bachelor's degree in Engineering, Business, or related field; MBA or technical graduate degree is a plus. Core Competencies * Strategic account planning and executive communication * Expert-level negotiation and commercial strategy * Technical credibility across test engineering and service operations * Relationship building at all levels * Problem-solving and escalation management * Resource coordination across cross-functional teams * Long-cycle and complex-deal sales execution Success Indicators * Annual growth of service contract value and penetration rate * High customer satisfaction and strong renewal performance * Increased multi-year service agreements and expanded KeysightCare adoption * Strong alignment with Sales and Delivery teams to improve customer outcomes * Development of long-term, strategic service roadmaps with top regional accounts Key Competencies: * Sales Capabilities: * Strong executive presence with the ability to lead Customer Business Reviews and coordinate with partner organizations. * Ability to develop and maintain positive long-term relationships with key customers at all levels. * Skilled in articulating and demonstrating Keysight's value propositions to customers. * Proven track record in disciplined execution of services and renewal sales processes, including funnel management to achieve and exceed sales targets. * Ability to assess and understand customer business initiatives and identify issues/opportunities affecting ARR business, attach rates, and customer satisfaction scores. * Problem-solving skills for a broad range of issues with varying scope and complexity. * Ability to manage complex sales funnels and develop business plans to accelerate sales growth. * Goal-driven with strong relationships inside and outside the company, and the ability to collaborate and drive alignment with multiple stakeholders. * Key Attributes: * Strong sales management skills. * Excellent communication and organizational skills. * Driven, proactive mindset with the ability to work independently in a remote setting. * Goal-oriented with a sense of urgency. * Ability to multitask effectively. * Passion for customer satisfaction. * Win-win attitude with sound judgment and resource management. Job Qualifications: * BS EE or CE degree or equivalent experience required * 10+ years of previous service sales experience. * Experience working with strategic, major accounts on complex sales engagements. * Ability to travel 50% of the time. Pay Range: USD $150,730.00 - USD $251,220.00 Year Careers Privacy Statement***Keysight is an Equal Opportunity Employer.***
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