Business Development Manager

11 hours ago

Singapore Keysight Technologies SAles Spain SL. Full time

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.
Responsibilities
Keysight is looking for a dynamic leader for our Business Development and Alliances program who has proven experience driving the development of key partner relationships while aligning to a long-term partner program. This role is critical to broadening our partnership footprint across the ecosystem as we continue to outgrow the market.
Keysight’s network visibility products provide processed data to network security and performance tools to our tech partners, including ExtraHop, Riverbed, Forescout, Trellix, Vectra, Nozomi, Corelight, and many others. Successful candidates must have experience working collaboratively across executive management, sales organizations, product development, and financial business practices. They will be passionate about their work, self-motivated, detail-oriented, and possess excellent problem-solving abilities.
The ideal candidate will possess an extensive background in owning, defining, and executing strategic direction of alliances with partners. These responsibilities include:
Tiering tech partners to provide a focused approach driven by best revenue return potential.
Building relationships with external and internal stakeholders (partners/alliances and executive leadership).
Defining and executing a long-term, tech partner-focused, results-driven plan, breaking it into quarterly actions and objectives.
Thinking strategically about new business models, solution selling, and technical challenges to help build and convey compelling value propositions.
Working closely with Sales, GTM/IST, and Engineering to identify and prioritize the best technology partners that fit our strategy.
Identifying key initiatives that couple our solutions with our partners, providing mutual benefits while crowding out competitors.
Building, maintaining, and driving relationships with our technology partners at an executive level, involving travel to various partner sites.
Measuring, inspecting, and tracking partners' progress against key metrics.
Creating a framework for idea to retire on solutions.
Identifying new offerings and collaborating with GTM/IST, CAMs, and Sales for effective outreach.
Holding QBR and Annual Reviews of key partners, reporting findings and actionable recommendations back to Senior Management.
Qualifications
Openness and ability to travel, up to 50% of the time.
BA/BS degree or equivalent; advanced degree highly desirable.
Ability to determine strategy and tactical plans that deliver tangible results.
Track record of overachieving sales revenue and customer success results.
Experience managing large partner ecosystems with a proven understanding of various business models, trends, and markets.
15+ years in partner management for a global technology company or technology partners in our space.
In-depth knowledge of the cloud and network-based computing industry.
Strong presentation skills and the ability to articulate complex concepts to cross-functional audiences.
Proven ability to partner with a wide variety of senior-level individuals.
Strong intuition for business and experience with large, complex organizations during periods of rapid growth and change.
Resilient and able to thrive in a fast-paced environment.
Salesforce.com, Microsoft PowerPoint, and Excel skills highly desirable.
We believe in the power of diverse ideas and perspectives. As a global company that values and respects all identities, cultures, and perspectives, we strive to create an inclusive environment where everyone feels like they belong. Proud to be an Equal Opportunity and Affirmative Action Employer.
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