EDA Enterprise Deal Manager

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.

We are looking for an experienced negotiator with deep knowledge of software licensing agreements and approaches within the EDA industry. The Enterprise Agreement Manager plays a critical role in driving EDA order growth and Annualized Recurring Revenue (ARR) through the creation, negotiation, and execution of multi-year Enterprise Agreements (EAs). This position partners closely with global sales, finance, legal, product management, and executive leadership to develop scalable frameworks, provide deal guidance, and ensure profitable, consistent execution of enterprise engagements across the EDA organization, and supports the Design Engineering Solution organization when necessary. This role blends commercial acumen, analytical rigor, and cross-functional collaboration to institutionalize a repeatable, value-driven EA approach that accelerates Keysight EDA's transition toward ARR-centric growth.

The EDA Enterprise Deal Manager will report to the EDA Global Business and Operations Director and will have the following roles and responsibilities:

• Enterprise Agreement Strategy, playbook & Framework
• Develop and maintain the playbook and governance framework for EDA Enterprise Agreements.
• Consistent, but tiered approach from small startup to large enterprise EDA deals.
• Responsible for financial and margin analysis, providing recommendation of deals, in alignment with EDA growth and profit goals.
• Maintain visibility into the pipeline and timing of large global contracts to drive proactive engagement and forecasting accuracy.
• Share best practices, success models, and negotiation insights across global regions to enable scalable growth.
• Provide global EA metrics and executive summaries on a monthly basis to EDA senior leadership.

• Contract, Strategic Deal Negotiation
• Serve as the EDA's lead partner to sales for large renewals and new strategic deals to drive business growth.
• Works closely with key account managers to define a custom and winning strategy for negotiation (Anchor, Opening, Target, Walk-Away) in alignment with internal stakeholders.
• Support customer-specific value proposition development and participate directly in negotiations as needed.
• Identify and introduce EA opportunities to expand multi-year, multi-product engagements.
• Partners/consults with global enterprise and key account teams to leverage synergies across product lines.
• Contribute to thought leadership on pricing models, contract structures, and growth levers for enterprise engagements. Understands key aspects of Keysight contracts, including but not limited to End-User License Agreement (EULA), acceptable financial terms, policies, IP, open source, etc.
• Explores elegant negotiables to be used during negotiations for incremental growth.
• Actively contributes to internal committees developing new licensing, pricing, and bundling standards.
• Partner w/Contracts and Legal as necessary for new or edited contract terms
• Inform changes to standard terms/conditions using customer and Sales feedback
• Enablement, Best Practices & Scale
• Develop and deliver sales training materials for EAs at internal events. Share best-practices and key learnings to continue to drive EA growth and adoption to make it scalable.

• Build a library of use cases and success stories to reinforce customer value and internal adoption.
• Provide regular updates, templates, and learnings to sales, finance, and product teams to ensure alignment and continuous improvement.

• Bachelor's or master's degree in Business, Finance, Engineering, or related discipline (MBA preferred).
• 10+ years of experience in enterprise-level commercial roles such as Sales Operations, Deal Desk, Business Development, or Licensing in the software industry, ideally EDA software, and experience interfacing with global customers and cross-functional teams is highly preferred.
• Demonstrated proficiency in contract negotiations, deal structuring, and financial modeling. Demonstrated track record of supporting/developing negotiation strategies, reconciling business unit objectives and sales objectives, and driving strategic sales deals to closure.
• Deep understanding of software licensing models, including term, subscription, and enterprise agreement frameworks.
• Demonstrates entrepreneurial spirit, relentless determination, and a commitment to discovering innovative solutions through both internal and external collaboration, and places customer insight at the heart of software solutions.
• Outstanding written and verbal communication skills in English, with a record of delivering customer-oriented results and building strategic customer relationships through effective global communication platforms.
• Demonstrated ability to balance growth and profitability objectives under complex customer environments.
• Proficient at managing international projects and engaging customer teams in different geographies through telecommunication tools; business travel expected at 10% or less.
• Strategic thinker with operational discipline and high attention to detail.

Careers Privacy Statement***Keysight is an Equal Opportunity Employer.***

California Pay Range: MIN $163,810.00 - MAX $306,870.00