General Electric Principal Account Manager (m/f) – Digital Sales in Frankfurt, Germany

Role Summary:

In this strategic Sales position, the Principal Account Manager – Digital Sales Direct will be responsible for identifying sales opportunities within existing and new accounts, identifying, managing and solving conflicts with clients and meeting time deadlines for customer accounts among other responsibilities.

Essential Responsibilities:

The final candidate will drive key activities, including prospecting, strategy planning, executive relationship development, discovery assessment, BHGE Digital ecosystem coordination, etc. He or she will work closely with the other staff members in all BHGE businesses to drive and lead growth in service, software, and outcome-driven sales bookings. S/he will execute closely the overall sales readiness vision as defined by leadership in the context of our expanding global business.

  • Execute the agreed selling process defined for BHGE Digital business.

  • Establish a deep understanding of customers’ business needs

  • Understand and communicate the value to customers of 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 and geographic locations 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 with the following pillars – Commercial, Product/Technology, Implementation and Support.

  • Leverage the BHGE scale by coordinating resources and information across multiple BHGE divisions to solve customer challenges.

  • Enhance value and loyalty through the introduction of GE Corporate programs. (e.g. Industrial Internet, Minds + Machines)

  • Maintain a pipeline of opportunities sufficient to ensure that sales goals are achieved.

  • Actively grow and maintain a multi-year account plan that will be shared globally with other parts of our business including Marketing, Product Management, Sales, Professional Services, and the Development teams to ensure coordination across the business.

  • Ensure a professional buying experience for customers during all aspects of our 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.

  • Direct and contribute to proposals based on a cohesive strategy that leverages deep knowledge of industry, customer and BHGE product.

Qualifications/Requirements:

  • Bachelor’s Degree in business, marketing or related discipline

  • Profound software industry experience with proven track record

  • Proficient to business level in English and at least one other: German, Spanish, French, Portuguese

  • Legal authorization to work in Europe is required. We will not sponsor individuals for employment visas, now or in the future, for this job

  • Must be willing to travel up to 50%

  • Must be willing to work out of an office located in Europe

Desired Characteristics:

  • Networks with teams and individuals across the BHGE business to drive result oriented sales initiatives.

  • Proactive in developing deeper connections with customers using digital platforms such as LinkedIn to identify new sales opportunities

  • Active in industry groups to gain exposure to target audiences and viewed as a domain expert

  • Develops BHGE policy compliant strategies to mitigate risks in the digital sales process, client tender processes and customers' T&Cs, while meeting BHGE business objectives.

  • Leads the execution of economic value selling in BHGE and throughout customer organization.

  • Readily recognizes business challenges in client processes, technology and culture and formulates effective resolution strategies to address underlying issues such as siloed data, fragmented IT/OT ecosystems, broken or inefficient information processes, restrictive and outdated technology across multiple client assets and business entities.

  • Maintains effective knowledge of key BHGE Digital competitive differentiators and is able to articulate them persuasively. Identifies and prioritizes critical BHGE resources needed to further the sales effort, negotiating with stakeholders for utilization.

  • Maintains good working knowledge of and relationships with BHGE’s partner network and how it may be used to drive business growth

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.

Locations: Germany; Frankfurt, Huerth, Ahrensburg, Wunstorf or Berchem