General Electric Regional Sales Manager in Various, Washington
GE is the world's Digital Industrial Company, transforming industry with software-defined machines and solutions that are connected, responsive and predictive. Through our people, leadership development, services, technology and scale, GE delivers better outcomes for global customers by speaking the language of industry.
GE offers a great work environment, professional development, challenging careers, and competitive compensation. GE is an Equal Opportunity Employer at http://www.ge.com/sites/default/files/15-000845%20EEO%20combined.pdf . Employment decisions are made without regard to race, color, religion, national or ethnic origin, sex, sexual orientation, gender identity or expression, age, disability, protected veteran status or other characteristics protected by law.
In this strategic Sales position, the Regional Sales Manager – Digital Sales Direct will be responsible for meeting and exceeding an orders operating plan in the west region across a range of power utilities and industry customers, including identifying sales opportunities within existing and new accounts, prospecting, strategy planning, executive relationship development, and deal closures.
In this role, you will:
Develop a solution selling framework for GE business — tailor deal lifecycle, enablement deliverables, required resources, technology support, maturity model, sales methodology etc.
Establish a deep understanding of customers’ business needs by creating value to customers for our solution footprint.
Add value to the customer’s business and maintain a goal oriented approach to the business partnership.
Demonstrate to customers how they benefit by partnering with GE and how our solutions deliver results.
Aggressively develop and drive a sustainable commercial and solution strategy across multiple customer divisions that is aligned to the agreed account goals.
Develop and execute an Account Playbook that formalizes the “go high / go low” strategy for the Enterprise account. Where applicable, develop a joint Governance process with executive sponsorship that aligns along the following pillars – Commercial, Product/Technology, Implementation and Support.
Leverage the “Big GE” by coordinating across multiple GE divisions to solve customer challenges and enhance value and loyalty through the introduction of GE Corporate programs. (e.g. Industrial Internet, Minds + Machines)
Analyzes sales pipeline and maintains an array of opportunities to ensure that sales goals are achieved.
Actively grow and maintain a multi-year account plan that will be shared globally with parts of our business including Marketing, Product Management, Sales, Professional Services, and the Development teams to ensure coordination across the business.
Ensuring a Professional Sales Experience for customers during all aspects of sales process and touch points including: Formal meeting agendas, formal follow-up stating sequence of events and next steps in writing, and issue resolution in a timely fashion.
Formulates the winning proposals based on a cohesive strategy that leverages deep knowledge of industry, customer and GE product. Qualifications/Requirements: Basic Qualifications:
Bachelor’s Degree in business, marketing or related discipline
12+ years of software industry experience minimum with proven track record Eligibility Requirements:
Legal authorization to work in the U.S. is required. We will not sponsor individuals for employment visas, now or in the future, for this job.
Any offer of employment is conditioned upon the successful completion of a background investigation and drug screen
Must be able to travel 50-70% of the time
Must be willing to work out of an office located in preferred areas: Redmond WA, San Ramon, CA but open to remote. Desired Characteristics:
Works with individuals across the GE businesses on how to use Big Data to collect and analyze market information as well as how to present analysis and recommendations to drive strategic commercial decisions
Proactive in seeking out new digital platforms to drive deeper connections with customers – such as heat mapping existing relationships on LinkedIn to identify new sales opportunities, active in industry groups/blogs to gain exposure to target audiences and viewed as a domain expert
Develops acceptable strategies to mitigate risks triggered in RFP's and/or customers' T&Cs while meeting GE business objectives.
Leads the implementation of economic value selling throughout customer organization.
Thoroughly analyzes data to identify trends and issues that translate into a plan for the customer with some connection to seemingly independent problems.
Develops acceptable mitigation strategies that consider T&Cs of customers, competition and partners and key differentiators while also meeting business objectives.
Identifies and prioritizes critical GE resources needed to further the sales effort, negotiating with stakeholders for utilization.Technical Expertise:
Establishes trust and empathy as an advisor to the client; Works collaboratively in pursuit of discovery to define a desired business outcome while also uncovering unknown business outcomes the client has not previously considered; Ensures that a plan is laid out to accomplish all outcomes.
Proactively identifies pipeline risks and develops mitigation plans; Proactively shares 'best practices' to improve pipeline efficiency; Helps to develop sales team relationships with key contacts.
Able to take products, services, solutions knowledge and connect them to customers’ objectives to develop differentiated opportunities for GE; Draws upon non-traditional solutions; Constantly thinks out of the box & outside domain of expertise to develop creative solutions that meet ongoing customer needs.Business Acumen:
Leads the implementation of economic value selling throughout customer organization; Offers assistance and input to others across GE on this topic.
Communicates vertical expertise or future trends within the power utility and industries that drives certain benefits/challenges; Is seen as part of the customer’s team rather than outsider; Utilizes this dialogue to narrow and refine the customers’ objectives or “top-of-mind” thoughts in order to start a joint-brainstorming of potential solutions or to identify industry benchmarks.
Viewed as a thought leader by strategic customers, invited to advise customers based on GE solution knowledge and industry expertise; Brokers introductions and relationship handoffs with customer C-Suite to other GE team members.
Able to use a variety of financial data in building a broad perspective of company and customer business within their respective industry and markets
Understands the financial implication of different value drivers and creatively applies that understanding to impact company/customer metrics, i.e. revenue, profitability, market share. etc.Leadership:
Establishes & communicates team members' roles in relation to their function and data; Shares knowledge, power and credit, establishing trust, credibility, and goodwill; Coordinates role responsibilities with that of others to achieve mutual goals; Encourages groups to work together to efficiently resolve problems.
Able to consistently lead the process to develop winnable strategies; Creatively uses resources to anticipate and solve problems, resulting in innovative solutions that result in customer and GE satisfaction, and finds alternatives beyond the obvious; Keeps a broad perspective on the customer relationship and potential opportunities to increase customer loyalty.#DTR Locations: United States; California, Washington; Redmond, San Ramon, West Coast CitiesGE offers a great work environment, professional development, challenging careers, and competitive compensation. GE is an Equal Opportunity Employer at http://www1.eeoc.gov/employers/upload/eeocselfprint_poster.pdf . Employment decisions are made without regard to race, color, religion, national or ethnic origin, sex, sexual orientation, gender identity or expression, age, disability, protected veteran status or other characteristics protected by law.GE will only employ those who are legally authorized to work in the United States for this opening. Any offer of employment is conditional upon the successful completion of a background investigation and drug screen.