General Electric Sr Sales Manager - Power Generation Digital in Greenwood Village, Colorado
Job Description Summary
The Sr Sales Manager will drive and lead growth in enterprise software and solution sales in North America for Power Generation Digital. S/he will be responsible for identifying both enterprise and plant level sales opportunities within the existing install base as well as net new accounts. S/he will drive key activities such as cross functional account strategy & planning, prospecting / discovery, close planning, customer executive relationship development and partner / ecosystem relationship development.
Roles and Responsibilities
Establish a deep understanding of our Power customers’ business needs in the context of the Energy Transition.
Determine account & market potential through data modeling and voice of customer.
Responsible for earning customer trust through solid execution – establish win/win partnerships and deepen relationships. ( maintain and / or transition to trusted advisor )
Develop and execute account plans for GE Digital Power Generation customers both at a plant and enterprise level — tailor deal lifecycle, deliverables, required resources, technology support, maturity model, sales methodology etc., all focused on meeting the Customer and shareholder objectives.
Develop and drive the strategic growth vision and objectives, including participating in essential operating rhythm processes with regional sales leadership, other GE Business Units (exe Gas Power, Renewables etc), product management, marketing, pre-sales and professional services.
Implement Standard Work and operating rhythms around orders forecasting monthly, quarterly and yearly as well as to develop and maintain detailed close plans to ensure account level alignment and a highly reliable conversion rate.
Establish, cultivate and maintain customer relations at appropriate decision-maker levels. Lead the development of sales opportunities and coordinate with the business lines sales support groups.
Achieve and maintain direct involvement in customer discussions about expected business outcomes and benefits from the solution
Identify and coordinates owners, sponsors, timelines, actions and deliverables for the deal, from proposal preparation until contract closure if applicable
Identify and prioritize critical GE resources needed to further the sales effort, negotiating with stakeholders for utilization
Drive commercial process improvements and leverage tools for growth (SFDC, etc). Analyze sales pipeline and maintain a healthy pipeline of opportunities to ensure that sales goals are achieved Year on Year (YoY)
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.
Ensure 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.
Formulate winning proposals based on a cohesive strategy that leverages deep knowledge of the Power Generation industry, customer context / markets, Energy Transition and GE solutions (GE Digital and other GE Business Units)
Develop acceptable strategies to mitigate risks triggered in RFP's and/or customers' T&Cs while meeting GE business objectives.
Leverage the “Big GE” by coordinating and partnering across multiple GE Business Units (BUs) to solve customer challenges, enhanced value and loyalty
Bachelor’s Degree in business, science, engineering, technology or related discipline
8+ years’ experience in enterprise software sales , management consulting, or strategic planning in Power Generation with proven track record of value selling.
Proactively identifies trends via Voice of Customer & detailed data analysis. Make strategic recommendations as appropriate.
Manage account relationships to proactively identify and address client needs and converts competitive installs to GE Digital solutions; Seen by client as strategic partner who brings values and solutions to address clients’ business needs.
Proven track record in enterprise software selling.
Manages and possesses working knowledge and or domain expertise of the Power Generation industry
Well versed and deeply interested in the Energy Transition
Renewables experience a plus.
Knowledge of Lean principals a plus.
Adeptly manages emotions and the negotiations process by identifying customer needs over wants
Understand the various financial instruments used by customers to conduct business.
Strong negotiation and sales leadership skills.
Prior experience selling contracts / products with technical content.
Value and / or Solution Selling methodology training and experience
Fast learner willing to learn the complete GE Digital Power Generation portfolio and offerings
Excellent communication skills
The compensation range for this position is $114,000 - $228,000. 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 sales incentive compensation. Available benefits include permissive time off, healthcare coverage options, and matching 401K plan.
GE offers a great work environment, professional development, challenging careers, and competitive compensation. GE is an Equal Opportunity Employer (https://assets.phenompeople.com/CareerConnectResources/GE11GLOBAL/en_global/desktop/assets/images/poster_screen_reader_optimized_w_supplement.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).
As a federal government contractor, GE may in the future be required to have U.S. employees fully vaccinated against COVID-19. Some GE customers currently have vaccination mandates that may apply to GE employees.
Relocation Assistance Provided: No