General Electric Sr Staff Account Manager- Digital Sales Direct in Houston, Texas
In this strategic Sales position, the Senior Enterprise Solution Account Manager 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.
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 leaders to drive the creation and development of an overall sales readiness vision in the context of our expanding global business.
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 and geographic poles 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
8+ years of software industry experience minimum with proven track recordEligibility 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 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
Develops acceptable strategies to mitigate risks triggered in RFP's and/or customers' T&Cs while meeting GE business objectives.
Creates and delivers solution outlines and migration paths that show the evolution of a system from a baseline state to a target or future state
Determines account potential by utilizing data modeling
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
understands people's roles, can foresee obstacles, identify workarounds, leverage resources and rally teammates
Identifies and coordinates owners, sponsors, timelines, actions and deliverables for the deal, from proposal preparation until contract closure if applicable
Adeptly manages emotions and the negotiations process by identifying customer needs over wants
Transitions to becoming a trusted advisor who is not afraid to identify challenges the customer faces internally
Achieves and maintains direct involvement in customer discussions about expected business outcomes and benefits from the solution
Focuses on tangible and intangible benefits to ensure customer awareness and satisfaction#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; Illinois, Texas; Houston, ChicagoGE will only employ those who are legally authorized to work in the United States for this opening.