General Electric Lead Sales Specialist - Digital Electric Utilities (Grid) in Remote,
Job Description Summary
Customer facing staff responsible for winning business Jobs at this level operate with some autonomy but are covered by well-defined Commercial policies or review of end results. The job allows modification of procedures and practices covering work as long as the end results meet standards of acceptability (typically annual volume, margin and compliance requirements). Responsible for medium-sized sales territories.
About GE Grid Digital
At GE Grid Digital we bring simplicity, speed, and scale to energy transformation, with innovative software that provides breakthrough business outcomes. We help Utilities with today’s challenges of decarbonization, digitization, decentralization, and electrification. Our modular applications enable interoperability across our software portfolio. We have digital energy solutions in transmission, distribution, asset management, renewables, and analytics. By utilizing a common data and UI/UX framework, our solutions deliver faster time to value, lower total cost of ownership, and the flexibility to support your mobile workforce.
This role will be a direct seller within our Electric Utility Software business known as GE GRID. We have the broadest suite of interoperable products through the entire grid lifecycle; Our Grid Software serves more than 40% of Transmission and 30% of Distribution utilities globally.
Roles and Responsibilities
Creating and driving account opportunities from prospecting to closure using tools and teams available to drive customer success with GE solutions. Define appropriate sale stage metrics, strategic account planning, account activities assessment, organizational charting, and customer outcomes. Work with Commercial Operations to analyze funnel and drive accurate forecasting for all opportunities in SFDC (Salesforce CRM tool).
Maneuver comfortably through complex policy, process, and people-related organizational dynamics. For example, appreciates the main elements of the organizational culture and politics; gives others advice on how to operate effectively. Brings initiatives to the attention of those who can act as champions and advocates.
Role includes quoting, proposals, marketing, deal desk, customer events, and customer facing requirements.
Utilizes in-depth knowledge of Automation, Historian, and MES product lines, vertical markets such as Food & Beverage and Consumer Packaged Goods, key customer partnerships with GE Ecosystem partners.
Has knowledge and awareness of competition such as Rockwell, Siemens, AVEVA, and Ignition and the factors that differentiate them in the market.
Uses judgment and has some ability to propose different solutions outside of set parameters to address more complicated, day-to-day problems with projects, product lines, markets, sales processes, or customers. Ability to prioritize information for decision making. Uses technical experience and analytical thinking. Uses multiple internal and limited external sources outside of own teams to arrive at decisions.
This role will mainly be an individual contributor which requires strong interpersonal skills. Acts as a resource for colleagues with less experience. May lead small projects with low risks and resource requirements. Explains information; developing skills to bring team members to consensus around topics within field. Conveys performance expectations and may handle sensitive issues.
Be comfortable spanning multiple levels and job functions – including the C-Suite, senior executive, engineering / architect, marketing & sales, training, etc.
Monitor ongoing project delivery for “in process” customer projects that ultimately lead to larger rollouts and expansion across throughout an account enterprise.
Develop internal and external marketing materials including “win stories” (internal - joint go to market focus) and “customer stories” (implementation successes).
Acts as a resource for colleagues with less experience. May lead small projects with moderate risks and resource requirements. Explains difficult or sensitive information; works to build consensus. Developing persuasion skills required to influence others on topics within field.
Uses comprehensive knowledge and skills to act independently while guiding and training others to align the client's sales process with their organization's sales process, including the key influencers/sales team members when appropriate.
Uses comprehensive knowledge and skills to work independently while providing guidance and training to others on maintaining high performance while applying a change mindset to the planning, execution, and monitoring of business activities during times of change (ex. Covid).
Understands customer processes; Manages customer/org team alignment; Manages customer/org process alignment.
Coordinate cross-functional teams (e.g., sales, marketing, products) to align implementation of initiatives around prioritized customer segments targeted by channels. Coordinate with marketing/sales ops
For any jointly managed accounts, supporting the selling motion that goes either through the software representative model and/or the resell model using distributors to drive new opportunities and larger GE Digital solution footprints.
Discipline in CRM (Salesforce), sales processes process such as NEAT selling methodology, and uses analytical thinking and commercial experience to execute strategy to drive growth.
Bachelor's degree from an accredited university or college (or a high school diploma / GED)
Energy, Utility, Power, or other related industry experience.
5+ years of software sales experience.
Ability to learn and adapt to develop GTM strategies to reach new customers.
Ability to engage with customers to draw out key priorities and obstacles in order to discuss solutions and value that will be a move a customer to engage further.
Ability to work with GE teams to create new offerings and approaches to engage and sell new customers.
Transitions to becoming a trusted advisor who is not afraid to identify challenges the customer faces internally and provide assistance in overcoming them.
Achieves and maintains direct involvement in customer discussions about expected business outcomes, benefits, and value from the solution
Identifies and prioritizes critical GE resources needed to further the sales effort, negotiating with stakeholders for utilization, and delivery to the customer to achieve a technical win.
Identifies and coordinates owners, sponsors, timelines, actions and deliverables for the deal, from proposal preparation until contract closure
Understands people's roles, can foresee obstacles, identify workarounds, leverage resources and rally teammates
Strong consideration will be given to employees currently or recently working at GE Digital
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 opening.
The base salary range for this position is $80,000 - $120,000 USD Annual. The specific salary offered to a candidate may be influenced by a variety of factors including the candidate’s experience, their education, and the work location. In addition, this position is eligible for a sales incentive compensation. Available benefits include Health, Medical, 401K, and Paid Leave.
GE offers a great work environment, professional development, challenging careers, and competitive compensation. GE is an Equal Opportunity Employer (https://www.eeoc.gov/sites/default/files/2022-10/22-088_EEOC_KnowYourRights_10_20.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 conditioned upon the successful completion of a drug screen (as applicable).
Relocation Assistance Provided: No
#LI-Remote - This is a remote position