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Job Description


CSS DM (Customer Service Specialist, District Sales Manager) Responsibilities



  • The CSS DM is accountable for customer retention and sales growth through the annual renewal process for Keysight's Global Services Sales - Americas (GSS-A) organization. 

  • Leads GSS-A CSS team, providing guidance on account management, strategies and tactics

  • Dotted-line responsibility for all worldwide GSS Customer Success Specialists (CSS)

  • Lead, coach and mentor CSS team on the use and implementation of GSS sales process documents: Opportunity Identification (OpID), WIN Plans and 365-day CSS Touchpoint Process

  • Coach CSS in sales and closure strategies, pipeline management, opportunity management, upselling

  • Track and manage all renewal activity in Saleforce.com

  • Provide value in complex negotiations and upselling, including appropriate use of senior and executive management

  • Provides coaching and leadership in customer Quarterly Business Review (QBR) process

  • Establishes sales objectives by forecasting and developing annual sales quotas for regions and territories

  • Develop executable business plan to exceed yearly sales goals



Job Qualifications


Coaches and develops people   



  • Provides on-going coaching and feedback to employees; points out areas of improvement and can have the hard discussion about poor performance

  • Documents and conducts meaningful performance evaluation

  • Holds direct reports accountable for results

  • Rewards and highlights good performance



  • Connects behaviors with outcomes

  • Identify and support opportunities for the training and professional development of all employees


 


Customer Focus/ Customer Satisfaction



  • Creates, manages, and utilizes successful customer relationships at all levels to drive business results.                  

  • Provides active leadership/ influence beyond sales org to improve GSS-A customer focus


 


Business / Market Knowledge   



  • Strong understanding of business, markets, customers

  • Understands competition's strengths, weaknesses, capabilities

  • Thorough knowledge of Keysight services and the value they provide to customers


 


Internal Relationships



  • Works collaboratively with internal partners (Business Center and Delivery) and promotes a win-win attitude 

  • Resolves conflicts effectively                                    



  • Is accountable: owns issues and works with partners to resolve issues


 


 


 


 


 


 


Sales Manager Skills



  • Excellent negotiation and sales skills

  • Thrives in an ambiguous and fast paced environment

  • Understands how to hire and train exceptional sales people

  • Executive level communication and sales skills

  • Experience managing and closing complex sales cycles with C-level decision makers

  • Proven leadership, mentoring, and coaching skills

  • Role model for direct reports on high performance and what great performance looks like


 


Requirements



  • BS or BA degree

  • Deep understanding of services sales

  • 7+ years of services selling experience/ management experience

  • 5+ years of Team management experience

  • Successful track record of sales performance, revenue growth, and quota achievement


 


DM Compensation



  • Two volume incentive pay plan; 80/20


 



Job Function



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Privacy Statement 


Keysight is an Equal Opportunity Employer.


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.


Candidates can be considered to work from the following locations:


Americas : US : California : Anaheim Americas : US : California : Calabasas Americas : US : California : El Segundo Americas : US : California : Irvine (Voscal) Americas : US : California : Roseville Americas : US : California : San Diego Americas : US : California : Santa Clara Americas : US : California : Santa Rosa Americas : US : California : Westlake Village Americas : US : Colorado : Colorado Springs Americas : US : Colorado : Englewood Americas : US : Colorado : Englewood Americas : US : Colorado : Loveland Americas : US : Texas : Austin Americas : US : Texas : Dallas Americas : US : Texas : Plano Americas : US : Texas : Richardson Americas : US : Utah : Salt Lake City Americas : US : Washington : Everett Americas : US : Washington : Pleasanton


Job ID : 31665 



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