General Electric Sr Director - Digital Inside Sales in San Ramon, United States
The Sr Director– Digital Renewal’s Leader holds primary responsibility for building, overseeing, and orchestrating GE Digital’s inside sales capabilities and executing strategy globally. The candidate will bring successful experience building a data-driven inside sales and sales operation culture within a complex global B2B environment along with the leadership acumen to drive execution in alignment with the rest of GE Digital.
- You will be helping GE Digital build a common renewal’s engine operating model with consistent roles, processes and tools to enable the company’s growth while better serving its customers.Proven success leading inside sales and sales operation functions on behalf of large complex organizations in fast-paced industries. Demonstrated record for establishing inside sales as a strategic resource to provide leverage and advantage within a complex B2B software solution sales environment.
Experience leading a transformation shift in sales strategy from traditional go-to-market approaches and successfully creating advocacy and alignment for the shift
A thought leader who can set priorities, establish accountabilities and KPI’s, orchestrate renewal sales, and drive for results in a fast-paced, ever-evolving business environment.
Define and develop BI reports / dashboards for the most relevant and important key performance indicators (KPIs)
Partner with Digital Technology team to collect, analyze, and provide insight on sales-related data across the enterprise including KPI’s like sales velocity, customer retention costs, lifetime value, and productivity quotients.
Own forecasting and pipeline reporting process, QMI rhythm; partnering with commercial finance and sales management/commercial leadership. Deliver to order goals to the operating plan while achieving on-time renewal rate goals and maintain low churn rates
Own development and ongoing support of GE Digital’s global coverage model and sales person quota assignments. Partner with GE Business units to drive best practice account coverage.
Build and execute win-back campaigns, bringing customers back into the renewal portfolio
Assist in developing and implementing strategic sales plan including, resource allocation, target market segments, and forecasting.
Support the team to drive simplification, automation and standardization using the Fastworks approach to quickly produce and iterate
Experience providing leadership in a large multi-cultural environment across multiple markets, appropriate skilled people, differing cultures, language skills, timing of customer engagement, and more.
A hands-on, sleeves rolled up management style with team-building expertise. A leader who creates a fun, engaging work environment and stays well-connected to the team while aggressively pursuing and surpassing company goals and objectives. An available and reliable resource that quickly delivers value, new business capabilities/possibilities, and simple solutions to complex problems.
A mentor of people who understands the need for continuous learning to ensure the highest quality service, to increase bench strength, to encourage professional growth, and to groom leadership, and who implements coaching, mentoring and professional development as dictated by the needs of the organization.
Customer centric, ensuring a strong focus on customer satisfaction and quality in customer related activities, and delivering profitable business growth of inside/virtual sales across existing and new customer bases. Leadership skill to capitalize on the company’s expertise, evolving its model and capturing the voice of the customer to continuously elevate and advance customer loyalty.
Ideal candidate is technically astute with knowledge around enterprise software used in complex, multinational organizations, documented success developing an effective inside sales platform and proven expertise in growing revenue and earnings within cloud-based and software/services environments.
Ability to anticipate complex, critical business issues, synthesize disparate and large amounts of data and pinpoint appropriate action.
Fiscal management expertise, with ability to communicate financial information and collaborate with management regarding inside sales business strategy.
College Degree or equivalent
Minimum 10 years in B2B Sales and B2B sales leadership experience with an enterprise software or XaaS company
Minimum 5 years experience selling to large enterprise, multinational and/or government entitiesEligibility 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 50%
Must be willing to work out of an office located in any GE US location Desired Characteristics:
Executive maturity and business savvy. A current, sophisticated, mindful leadership style. A keen listener. Ability to forge relationships in a highly influencer-driven culture. Possesses strong motivational and well-developed influencing skills.
Possesses leadership credentials to manage and develop people in dynamic, rapidly changing environments. Possesses executive level communication and decision-making skills, underpinned by pragmatism and the ability to balance conflicting interests.
A proactive strategist. Measured, strategic, and not reactionary. Skilled in identifying problems and opportunities, using logic, a team approach, and creative “outside the box” thinking to map and bring about solutions. Leadership:
Turns problem into an opportunity by making both customer and GE view end result as a win for both organizations; Proactively uses systems, data, and tools to help shape thinking of customer issues solved by GE solutions; Builds a deeper understanding of the problem, root cause and probably solutions; establishes strong credibility throughout all discussions; Deeply connected to GE business leaders and can quickly communicate the customer issue with a potential resolution.
Creates meaningful stories and two-way communications that drive behavior; Communicates functional strategy and roadmap with sufficient detail for teams to utilize; Describes functional area information to leaders; Coaches others on effective presentation skills.
Trains others on how to design and create the winning deal content that result in successful deal closure; An expert in compiling the correct information in the fastest and most cost effective manner that would include the formatted content and structure of winning proposals.
Establishes and communicates team members' roles in relation to their function and data; Shares knowledge, power and credit, establishing trust, credibility, and goodwill; Coordinates role responsibilities with that of others to achieve mutual goals; Encourages groups to work together to efficiently resolve problems.
Trains others on Commercial Operations processes in a way that makes it easy and simple for management to make decisions and act quickly.Personal Attributes:
Develops executive relationships and ensures knowledge of GE’s capabilities are understood; Identifies the challenges faced by their customers; Presents in a manner that conveys expertise and intuition; Develops listening skills; Quickly provides answers to customer inquiries when information regarding the customers’ business may not be available.
Increases client engagement to further drive the pace and focus required to achieve business priorities and uncover desired outcomes for both the customer and GE; Utilizes business acumen and domain experience to advise the customer on critical success factors for the initiative at hand.
Leads customers to take ownership of explaining their business problems through mutual understanding.Technical Expertise:
Experience working with Salesforce.com.
Experience with Business Intelligence or Data Visualization tools (SAS, DOMO, Wave Analytics)
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.
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 and focuses resources/ assistance where appropriate.#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; Alabama, Alaska, Arizona, Arkansas, California, Colorado, Connecticut, Delaware, District of Columbia, Florida, Georgia, Hawaii, Idaho, Illinois, Indiana, Iowa, Kansas, Kentucky, Louisiana, Maine, Maryland, Massachusetts, Michigan, Minnesota, Mississippi, Missouri, Montana, Nebraska, Nevada, New Hampshire, New Jersey, New Mexico, New York, North Carolina, North Dakota, Ohio, Oklahoma, Oregon, Pennsylvania, Rhode Island, South Carolina, South Dakota, Tennessee, Texas, Utah, Vermont, Virginia, Washington, West Virginia, Wisconsin, Wyoming; San Ramon, Open to all GE US locationsGE will only employ those who are legally authorized to work in the United States for this opening.