Director of Sales Enablement

Overview

Keysight is at 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 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.

Position

Purpose:

Drive measurable order growth and discount improvement by enabling the technically capable and commercially effective Sales Account Manager (AM) and Support Engineering (SE) organizations.

We deliver a broad and technically deep portfolio of test and measurement products and solutions supporting customers from R&D of market makers to manufacturing, in downstream ecosystems. One critical competitive differentiation depends on our sales organization’s ability to gain credibility in the eyes of customers by:

• Demonstrating market, customer, competition, application and product fluency
• Ability to leverage cross-portfolio products and solutions
• Engaging as trusted advisors
• Defending value and reducing discount pressure

This role expands sales enablement from a series of training activities into a strategy-aligned, segment-specific, KPI-driven enablement engine that directly improves business outcomes, including:

• Funnel increase
• Top-line order growth
• Volume growth with increased Front Line Seller (FLS) participation
• Win rate improvement
• Discount reduction
• Stronger technical credibility in customer engagements

This role delivers strategic impact across Sales, Industry Solutions Teams (ISTs), and key stakeholder organizations by translating capability development into measurable commercial results.

Design and execute a multi-year sales capability roadmap that elevates technical mastery, integrates professional selling excellence, and measurably improves outcomes fully aligned with corporate strategy. Measurement should identify improvement areas so that training and other enablement can be customized accordingly. Enablement includes not only training and certification, but also effective use of sales tools and platforms, increasingly integrating AI capabilities.

• Own the end‑to‑end strategy for sales and SE capability development, from assessment through sustained performance impact
• Translate business priorities into targeted capability investments tied to growth, win rate, and margin improvement
• Partner closely with Sales leadership, ISTs, Centers of Excellence, Sales Operations, Global Marketing, and Global Sales Operations to drive alignment and execution
• Establish enablement as a scalable growth engine, not a standalone training function

The ideal candidate will be a strategic, technically credible, and sales-savvy leader who can transform and upgrade sales account managers and solution engineers into trusted advisors and competitive differentiators.

• Deep understanding of Keysight customer segments, sales motions, business model, and complex product/solution portfolio
• Proven ability to link enablement initiatives directly to order growth, win rates, and discount reduction

• Hands-on experience in regional/global sales and/or solution engineering roles and challenges
• Strong knowledge of real-world customer challenges and sales behaviors that drive success
• Ability to translate sales insights into targeted technical and professional capability development

• Strong technical foundation (engineering, physics, or equivalent) enabling effective partnership with product and solution organizations to design the right training needs
• Experience in product solutions or solution engineering organizations
• Ability to design, deliver, and certify portfolio-wide technical competencies of our frontline sellers…