Territory Software Account Executive (Mid-Atlantic)

Software Account ExecutiveKeysight is at the forefront of technology innovation, delivering breakthroughs and trusted insights in electronic design, simulation, prototyping, test, manufacturing, and optimization. Our 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 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.The Software Account Executive (SAE) is responsible for growing Keysight Electronic Design Automation (EDA) software revenue within the Mid-Atlantic territory. The SAE develops new business within existing accounts, wins new customers, and expands recurring and multiyear software relationships.The SAE owns the territory strategy and sales process from prospecting through close. Success requires disciplined account planning, value-based selling, accurate funnel management, and effective coordination with Solutions Engineers, inside sales, marketing, customer success, services, product teams, and other internal partners.ResponsibilitiesDevelop and execute a territory plan that prioritizes target accounts, growth opportunities, resources, and actions required to achieve or exceed quota.Create qualified pipeline through disciplined prospecting, lead follow-up, account development, competitive displacement, and new-logo acquisition.Grow existing customers by identifying new users, applications, business units, and cross-sell opportunities across the Keysight EDA portfolio.Lead consultative, value-based sales engagements that connect customer technical challenges and strategic initiatives to measurable business outcomes.Engage and influence stakeholders from technical users through executive and economic decision-makers.Qualify, advance, negotiate, and close complex software opportunities using a consistent sales methodology, such as MEDDICC.Maintain accurate account, opportunity, forecast, and next-step information in Salesforce; proactively manage deal risk, velocity, and order timing.Coordinate cross-functional resources to deliver effective demonstrations, evaluations, proposals, contracts, implementation handoffs, and customer outcomes.Build trusted customer relationships, develop a strong understanding of each customer's organization and market, and represent the customer's priorities within Keysight.Increase Keysight EDA awareness and market share through targeted outreach, industry engagement, and strong customer advocacy.Measures of SuccessQuota attainment and revenue growthTerritory and qualified pipeline growthNew-business and new-logo performanceExpansion of recurring and multi-year customer relationshipsForecast accuracy, opportunity progression, and order linearityCore CompetenciesTerritory and Account Leadership: Prioritizes accounts, allocates resources effectively, and influences cross-functional teams without direct authority.New-Business Development: Demonstrates strong prospecting, pipeline creation, competitive positioning, and new-logo acquisition skills.Consultative and Value Selling: Discovers customer priorities, identifies unmet needs, and builds differentiated technical and financial value propositions.Complex Deal Execution: Navigates multiple stakeholders, procurement processes, negotiations, and contracting requirements while maintaining momentum and value.Business and Financial Acumen: Understands customer markets and can quantify the strategic and financial impact of Keysight solutions.Executive Presence and Communication: Communicates credibly with technical, business, and executive audiences and delivers clear, compelling presentations.Operational Discipline: Maintains accurate CRM data, applies rigorous qualification, manages time effectively, and follows through on commitments.Professional AttributesResults-oriented, self-directed, and accountableStrategic, proactive, and comfortable operating with urgencyCollaborative and effective in a matrixed organizationAdaptable and effective in ambiguous or changing environmentsCurious and committed to continuous learning about customers, markets, technology, and the sales professionCommitted to customer value, professional integrity, and win-win outcomesQualificationsBachelor's degree in engineering, business, communications, or a related field, or equivalent practical experienceFive or more years of successful technology sales experience; software sales experience strongly preferredDemonstrated success developing new customers, expanding strategic accounts, and achieving sales targetsExperience managing complex, multistakeholder sales cycles and selling to both technical and executive audiencesAbility to understand and communicate the value of technical software solutions across multiple applications and industriesProficiency with Salesforce, Microsoft Excel, and Microsoft Office applicationsWillingness to travel up to 50%, based on customer and business needsPreferred ExperienceExperience selling Electronic Design Automation software, engineering simulation tools, or other complex technical solutionsKnowledge of RF and microwave, high-speed digital, electromagnetic, system, device, semiconductor, photonics, power electronics, or design data and IP management workflowsExperience with MEDDICC, Challenger, value selling, or a comparable enterprise sales methodologyCareers Privacy Statement Keysight Technologies Inc. is an equal opportunity employer. Qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, protected veteran status, disability or any other protected categories under all applicable laws.The level of role will be based on applicable experience, education and skills; Most offers will be between the minimum and the midpoint of the Salary Range.District of Columbia pay range: MIN $196,740- MAX $327,890Maryland pay range: MIN $182,680- MAX $304,470New York City pay range: MIN $215,180- MAX $358,630Note: For other locations, pay ranges will vary by regionUS Employees may be eligible for the following benefits:Medical, dental and visionHealth Savings AccountHealth Care and Dependent Care Flexible Spending AccountsLife, Accident, Disability insuranceBusiness Travel Accident and Business Travel Health401(k) PlanFlexible Time Off, Paid HolidaysPaid Family LeaveDiscounts, PerksTuition ReimbursementAdoption AssistanceESPP (Employee Stock Purchase Plan)