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General Electric Channel Sr Manager in Remote, California

Job Description Summary

Responsible for managing assigned channel partners as well as being the GE face to our channel customers and the channel partners themselves. Responsibilities will include channel partner quotas, performance, strategic initiatives, focus on Automation, Historian, and MES performance of the channel partners, understanding for channel guidelines, forecasting by channel, special incentive programs, support for channel events, conflict resolution between channel partners, quoting and proposal generation, and collaborating with marketing, deal desk, legal, support, and product while supporting the channel.

Job Description

Roles and Responsibilities

  • Develop and implement channel partnership plans to identify and build relationships with relevant decision makers and influencers to enable effective two-way flow of information and resolution of issues. Manage ongoing relationships to ensure their needs are met, providing themes, summary analyses, and recommendations for changes based on channel partner input.

  • Initiate and lead the enablement and delivery of a program or group of significant projects (e.g., demo, sales, implementation support) to give assurance that intended outcomes are identified and achieved. Ensure channel partners have available and necessary tools, training, and resources for all new product releases and upgrades

  • Define appropriate metrics, assess activities, and recommend improvements based on metrics and analyses. Work with Channel Sales Operations to provide funnel and forecasting for each partner in SFDC.

  • 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.

  • Understands customer processes; Manages customer/org team alignment; Manages customer/org process alignment; Determines partnership market perception.

  • 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

  • Maneuvers 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.

  • Supporting the selling motion that goes either through the software representative model and/or the resell model using distributors.

  • Includes channel sales support for quoting, proposals, marketing, deal desk, customer events, and customer facing requirements.

  • Performance evaluation of existing channel partners as well as channel business development duties for new channel partners.

  • Utilizes in-depth knowledge of Automation, Historian, and MES product lines, vertical markets such as Food & Beverage and Consumer Packaged Goods, partnerships with regional system integrators, and involvement with regional trade associations.

  • 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.

  • Perform channel analysis and integration techniques, aiming to provide an understanding of customer touchpoints, marketing channels, and opportunities for channel integration.

  • Has knowledge and awareness of competition such as Rockwell, Aveva, and Ignition and the factors that differentiate them in the market.

  • Uses some 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.

  • These sales jobs will mainly be individual contributors.A job at this level 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.

Required Qualifications

  • This role requires advanced experience in selling Automation, Historian, and MES with 15+ years of experience

  • Bachelor's degree from an accredited university or college (or a high school diploma / GED with at least 10+ years of experience with channel sales

Desired Characteristics

  • Lean Problem Solving, Kaizen, and Hoshin methodology experience.

  • Strong oral and written communication skills that translates to presentation skills

  • Demonstrated ability to analyze and resolve problems using Excel, SFDC, Tableau, etc.

  • Ability to document, plan, market, and execute programs using quarterly review templates.

  • Established project management skills. To comply with US immigration and other legal requirements, it is necessary to specify the minimum number of years' experience required for any role based within the USA. For roles outside of the USA, to ensure compliance with applicable legislation, the JDs should focus on the substantive level of experience required for the role and a minimum number of years should NOT be used.

Additional Information

GE offers a great work environment, professional development, challenging careers, and competitive compensation. GE is an Equal Opportunity Employer ( . 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