General Electric Principal Account Manager- Digital Sales Direct in Denver, Colorado
In this strategic position, the Principal Account Manager- Digital Direct will be responsible for identifying opportunities within existing and new accounts, identifying, managing and solving conflicts with clients and meeting time deadlines for customer accounts among other responsibilities.
S/he will drive key activities, including prospecting, strategy planning, executive relationship development, discovery assessment, pilot and SmartStart program’s, GE IP ecosystem coordination, etc.They will work closely with the other staff members in all GE businesses to drive and lead growth in service, software, and outcome-driven revenue generation.S/he will partner closely with cross-functional team member to drive the creation and development of personalize strategies to drive growth and reach targets.
In this role, you will:
Collaborate with Services and Steam Managers and cross-functional Services and Digital teams to develop solutions that drive customer life-cycle value and meet GE business objectives
Prospect and develop pipeline and maintain an array of opportunities to ensure that goals are achieved
Ensure a Professional Experience for customers during all aspects of 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
Structure, negotiate, and close contracts that deliver profitable drive convertible orders, cash and contribution margin growth on assigned accounts
Formulates the winning proposals based on a cohesive strategy that leverages deep knowledge of industry, customer and GE
Lead deal structuring, customer value calculations, negotiation, and closure with customers by partnering with Commercial Operations, Services, Steam , and Digital teams
Collaborate with discovery, business intelligence, technology and Digital teams to develop strategies that maintain price through customer value
Maintain knowledge of market trends, and competitor actions; share internally and use market knowledge to structure winning solutions and manage deal risk
Demonstrate commercial and technical expertise
Support inputs to region BluePrint and Growth Playbook
Build relationships with region ITO and OTR leaders
Integrate information, resources, and activities within the region and/or among global regions
Meet or exceed operational requirements: financial reporting, operating reviews, risk reviews
Maintain NEX accuracy for assigned deals Qualifications/Requirements: Basic Qualifications:
Bachelor’s Degree in engineering, business, marketing or related discipline
10+ years of software industry experience minimum with proven track record
5+ years of industrial 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
Must be willing to travel 25% to 40%, as required
Must be willing to work out of an office located in Greenwood/ Co, or /Phoenix AZ Desired Characteristics:
Master's Degree in Business Administration (MBA) from an accredited university or college
Proven ability to close large and complex multi-year agreement services contracts
Proven ability to close Digital and/or equivalent outcome based services contracts
Customer-focused mindset with proven ability to respond quickly to customer needs
Strong coordination and influencing skills
Relationships / experience with Generation customers
Ability to effectively lead and energize multi-functional teams
Knowledge of customer financial drivers / needs and business models
Strong ability with analytical software and tools (i.e., NEX, Excel, PPT etc.)
In-depth knowledge and experience negotiating from standard contracts (i.e., Form 33C, ES104, SA)
Deep understanding of Gas Turbines, Steam Turbines related industry products, services and upgrades
Outcome selling experience
Strong oral and written communication skills
Strong interpersonal and leadership skillsBusiness Acumen:
Coaches and mentor’s others on how to collect, analyze, and share information about market trends and competitors to increase customer retention and attract new business; Proactively identifies trends via data analysis and makes strategic recommendations as appropriate.
Leads the implementation of economic value selling throughout customer organization; Offers assistance and input to others across GE on this topic.Leadership:
Establishes & communicates team members' roles in relation to their function and data; Shares knowledge, 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.
Excels at not only identifying, convening, and leading business and channel partners toward a commercial end, but also at constructing deals in an economic way that make sense to each party through their own eyes; Through experience and understanding of key market drivers, able to engage business partner to fulfill customer needs in a way that is profitable to both GE and the business partner.Personal Attributes:
Communicates effectively with multiple levels of a customer’s business; Understands where to have less interaction once high level relationships have been established; Earns the trust of customers’ executive managers after advancing through the ranks of mid to low level managers; Possesses the ability to glean information from a variety of non-executive level stakeholders to spawn new conversations at the executive level.
Achieves and maintains direct involvement in customer discussions about expected business outcomes and benefits from the solution; advocates for the customer to have the right GE teams and capabilities in place to ensure critical success factors are met; Remains actively engaged until the customer realizes what the expected business benefits from the solution are and the necessary investment to achieve them.
Utilizes active listening to influence the direction of individual or group discussions while guiding the listeners to adopt and believe that the idea is their own; Asks difficult questions and rearticulates customer needs for confirmation.#DTR About Us: 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. Locations: United States; Arizona, Colorado; Denver, ScottsdaleGE will only employ those who are legally authorized to work in the United States for this opening.