Keysight Technologies, Inc.
Services Account Manager
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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.
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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
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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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