General Electric Sr Director - Digital Customer Transformation in San Ramon, United States
In this role of Sr Director - Digital Customer Transformation you will play the role of trusted partner to our clients, while working with other GE lines of business and propose value added solutions that will help our clients expand their business and prepare for future challenges. You will maintain curiosity to understand our customers’ business and drive the salesperson - customer relationship to new directions to discover new areas where both the customer and GE can win.
The objective of Digital Customer Transformation team is to help potential and existing customers to identify and realize the full value of service in their businesses through their use of GE Digital Applications – Predix ServiceMax and services. The transformation team leverages their own executive leadership experiences to help our customers “rethink” their business strategy, tactics and process to improve operational as well as fiscal outcomes. This requires strategic consulting in 4 primary areas:
Strategic value priorities
Business process design
Change management and adoption
Research & Development – Thought Leadership
Given the range of advice and challenges to address for our most strategic global customers, a team of “transformationists” is required. With over 500 active Predix ServiceMax from GE Digital customers, we must focus on our ‘enterprise’ prospects and customers where we can commit ourselves to the effort required, to use our vast experience to support and guide and to have the biggest impact on our customers future success.
In this role, you will:
Closely working with Sales leaders; identify ‘Enterprise’ customer ‘pain points’ and support the development of value based outcomes to counter these with the sales organization, thus driving new and incremental business through marketing, joint account planning, and relationship building efforts.
Using experience gained, walk customers through their transformation journeys. Share best practice, industry knowledge leveraging the experience gained to ensure customers enjoy a successful implementation and delivery of benefits expected from Predix ServiceMax
Support the Predix ServiceMax marketing teams, with thought leadership articles, blogs and content
Present at industry events, delivering thought leadership content ensuring ServiceMax is seen as ‘visionary’ in field service
Instrumental in customer annual reviews, delivering content to assess how an existing customer is utilizing Predix ServiceMax, and where there are any potential gaps apparent, supporting a development plan to bridge any gaps
Identifying and resolving sponsorship and governance issues that will prevent our strategic customers from succeeding with our solution
Assisting customers with stalled deployments to reaffirm their ROI priorities and redesign their deployment plans
Provide feedback from customer experiences to improve Predix ServiceMax’s go-to-market, product enhancements and delivery strategies
Communicate effectively both within immediate team and GE leadership. Ensure team receives consistent messages and has clear understanding of business direction, strategy & results
Can demonstrably show results from a transformational approach within a field service organization
Passionate about field service
Ability to influence the decisions of C-level customer executives, particularly CIO’s/CSO’s and CFO’s
Creativity; no two customers will be alike in their obstacles and organizational challenges
Innovative thinker who is able to blend technology and business strategy to support customers in developing compelling business cases
Capable of building and maintaining strong relationships with a diverse set of internal and partner constituencies including alliance, sales, marketing, operations, finance, legal, field personnel and senior level executives
Ability to negotiate skillfully in tough situations; can gain concessions without damaging the relationship; have a "win- win" philosophy
Knowledge of the Predix ServiceMax & Predix APM product. Experience with large, global deployment
Coordinate a cross-functional, cross-LOB & potentially partner driven team approach in a complex sales cycle.
Map out customers’ decision making process & identify areas where digital is rapidly shifting the sales paradigm. Qualifications/Requirements: Basic Qualifications:
Bachelor’s Degree in business, marketing or related discipline
7-10 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 job
Must be willing to travel upto 50% of the tiem
Must be willing to work out of a home office located in the United States Desired Characteristics:
Recognized Service Industry Leadership or Thought Leader status
Able to coordinate a cross-functional team approach.
Demonstrated ability to prospect and develop new accounts into a sustainable revenue stream.
Demonstrated ability to quickly build trust and rapport, and develop influential relationships at all levels of an organization.
Working knowledge of CRM systems for pipeline and opportunity management.
Outcome Sales training experience utilizing sales tools for account management.Technical Expertise:
Super confident using their tenured field service experience, a self-starter who is skilled at taking initiative, collaborating across organizations, and building strong and productive relationships with peers, colleagues, partners and customers
Motivating and influencing individual who possesses both strong vision, execution and communication skills
Seen as ‘the’ go to person for their field service domain expertise
Results driven attitude in a fast-paced environment coupled with a commitment to quality
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; Asked by C-level business leaders to review market data and make recommendations that lead to comprehensive and rapid decisions that impact overall business strategy.
Effectively manages and possesses working industry knowledge and skillset (of self or others) in assigned vertical; Utilizes industry knowledge and skillsets to support an industry relevant line of questioning and resultant problem solving definition; recommends decisions that inform commercial growth strategies.
Proactively identifies pipeline risks and develops mitigation plans; Proactively shares 'best practices' to improve pipeline efficiency; Helps to develop sales team relationships with key contacts; Communicates pipeline issues to sales team; Identifies key issues with sales forecasts an focuses resources/ assistance where appropriate.
Coaches and trains other team members on risk management and regulatory compliance issues
Able to take products, services, solutions knowledge and connect them to customers’ objectives to develop differentiated opportunities for GE; Draws upon non-traditional solutions; Constantly thinks out of the box & outside domain of expertise to develop creative solutions that meet ongoing customer needs.Business Acumen:
Leads the implementation of economic value selling throughout customer organization; Offers assistance and input to others across GE on this topic.
Coaches and mentor’s others on how to collect, analyze, and share information about market trends and competitors to increase customer retention and attract new business; Proactively identifies trends via data analysis and makes strategic recommendations as appropriate.
Utilizes customer’s feedback or current top objectives to form a comprehensive understanding of the customers’ needs; Communicates multiple reference stories or trends with supporting data; Demonstrates effective time management in preparation for conversations/ discovery process.
Routinely seeks out and uses a variety of sources of financial data to obtain relevant industry, company and customer financial data; Can use financial information to formulate insights on the customers' strategy and potential value opportunities.
Uses facilitation and collaboration to ensure customers understand their own business problems and opportunities; Identifies the value of solutions and highlights ways to accomplish them; Discovers customer centric solutions through strategic partnerships in order to address customers’ changing needs via risk reduction; establishes goals to drive customer shareholder value and achieve higher GE revenue.#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; Open to all US citiesGE will only employ those who are legally authorized to work in the United States for this opening.