General Electric Sr Staff Solution Architect in Sao Paulo, Brazil
In this strategic technical pre-sales position, the Sr Staff Solution Architect will establish a trusted advisor relationship with both our external customers and internal technical teams.
Collaborate with internal corporate development teams, pre-sales technical teams and commercial sales teams in the business unit they are supporting to help drive sales of our platform and suite of Predix applications
Able to provide a strong voice for our customers as well as commitment and responsibility, bringing technical and business requirements back to our development teams helping ensure our solutions continue to meet our customer’s needs and mentor, train and lead technical pre-sales teammates located in the business unit you support
Establish a deep understanding of our Power Utilities customers’ business and technical needs
Create a “trusted technical advisor” relationship with our customer’s technologists and internal technical teammates
Develop solution architecture framework to support solution selling on an enterprise level. Help to provide vision, define system and application architecture, problem anticipation and problem solving ability across the landscape
Lead change across large platforms / functional areas using technology solutions
Provide deep sw / hw technical architecture expertise to ensure proper solution design
Interface with all Pre-Sales Solutions Architects globally (and build a community) to train, mentor, guide through new solution architecture framework
Provide SWAT coverage for key customer facing events, particularly C level discussions
Interface with COE CTOs to ensure alignment to sales process and priorities
Evangelize GE technology platform in appropriate sales and digital forums to drive demand and continued interest
Build link to provocative selling model to ensure architecture views are properly integrated
Develop evolution path and migration plans for key GE customers from their current state to the target GE Power Digital Strategy by deploying GE Power Digital Solutions in concert with other GE Products & Services
Shape, drive and be held accountable for delivering significant strategic initiatives across broad scope/platform(s) in liaison with key stakeholders
Share responsibility for the development and execution of the account sales strategy with the sales team, as directed by management
Design, validate and present software solutions, including advanced product concepts, future direction and industry solutions
Develop and deliver high quality, standardized or customized presentations and demonstrations
Develop and maintain strong teaming relationship with other members of the company to leverage product, process and engineering expertise
Apply and guides cross projects architecture fundamentals using different architectures composing the holistic Enterprise Architecture; Drives and Manages consolidated architectures, improves architecture processes and methods across multiple projects/products; Creates, Executes and Leads adoption plan that align to business requirements and roadmap
Bachelor’s Degree from an accredited university or college in business, science, engineering, technology or related discipline
Masters’ degree, MBA or other advanced degree preferred
Minimum 5-8+ years’ work experience in Software pre-sales ideally in the Power Industry
Power Generation Operations and Management, experience with multiple fuel sources, and/or experience with multiple Power Generation OEM technologies is strongly preferred
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
Any offer of employment is conditioned upon the successful completion of a background investigation and drug screen
Willingness to travel 75%
Able to work out of home office
Proficiency in English and Spanish or Portuguese
Manage and possess working industry knowledge and skills (of self or others) in assigned vertical (Power Industry)
Experience in Asset Management and optimizations systems used in Power Plants
Significant expertise in developing and selling SW/HW solutions. Including creating and executing propositions and a track record of success
Knowledge in the technology stack to include OS, DB, middleware, application layer, virtualization and cloud technologies
Proven interpersonal skills, including creativity and curiosity with ability to effectively communicate and influence solution direction to both technical and non-technical audiences alike across all organizational levels
Technical acumen to interface with technologists, understand complex concepts and translate in a way that businesses or industry can understand
Demonstrated problem solving and creative skills, ability to exercise sound judgment and make decisions based on market and customer trends – go beyond the status quo
Ability to deal with ambiguity, strategic agility, manage diversity and drive for results
Maintain a strong consultative attitude and approach when interacting with customers
•Consults customer on alignment of outcomes and desired technical solutions at an enterprise level; Analyzes, designs, develops and documents a software solution roadmap and implementation plan based upon a current vs. future state of the business.
•Possesses working knowledge of configuration choices and related cost implications; Experience with multi-P&L solution configurations.
•Knowledgeable of full range of solution catalog within a business unit and able to discuss overall solution at depth.
•Able to lead early stage customer interactions; Guide customers as they develop confidence and comfort with "Axis" approaches, and integrate with their legacy tech investments.
•Understands the strengths and weaknesses of the competitive offerings and can discuss architecturally.
•Trains others on how to design and create the winning proposals 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
•Masters the ability to move the sales cycle from discovery to solution selection and validation to achieve deal closure; Is adept at navigating the organizational matrix; understanding people's roles, can foresee obstacles, identify workarounds, leverage resources and rally teammates.
•Discovers, builds, proposes, and wins deals based on delivering impactful business outcomes for customers; A master at team selling; Possesses deep customer knowledge of the business lifecycle and cost/revenue model; Can illustrate how GE impacts the lifecycle; builds long-term, c-suite relationships with customers.
•Adjusts information (e.g. level of complexity) and story to align with audience. Clearly articulates the value of what is most important to the customer and how GE solutions and/or services can meet the customer’s outcomes; Produces functional area information in sufficient detail for cross-functional teams to utilize, using presentation and storytelling concepts.
•Demonstrates expertise with cross-business unit solutions (GE Store); Able to present an overview on all business unit solution areas.
•Demonstrate working knowledge of GE’s internal organization within primary industry vertical BU (Power); Knows where / how strategic and commercial decisions are made.
•Foresees obstacles, identifies workarounds, leverages resources and able to rally teammates.
•Demonstrates ability to work with and lead blended teams, including 3rd party partners and customer personnel.
•Demonstrate success implementing Change Management program into an implementation plan for a single business unit solution and represents single process redesign.
•Prepares Q&A based on industry and problem area knowledge; Prioritizes questions to elicit most meaningful information early in discussions and drives additional depth via planned and extemporaneous follow-ups.
•Knows when to ask probing follow-up questions such as:
oOpen ended, essay type
oProbing for specific details (KPI’s, value levels, process, timing, etc.)
•Uncovers and articulates critical success factors necessary for the customer to acquire, implement, and utilize a solution; Assists customer in identifying shortcomings, even when they could delay a commercial decision; Utilizes GE experts to propose creative ways for the customer to master the critical success factors; Articulates a roadmap that provides a high likelihood of the customer realizing expected business benefits and other key stakeholders achieving desired personal success
•Can recite a story for a defined set of capabilities which will be of interest to a select subset of customers
•Leverages experts from software/analytics areas to drastically improve speed, cost, scope or efficiency of their solutions; Creates and spreads awareness of software & analytics tools within their teams.
GE (NYSE:GE) drives the world forward by tackling its biggest challenges. By combining world-class engineering with software and analytics, GE helps the world work more efficiently, reliably, and safely. GE people are global, diverse and dedicated, operating with the highest integrity and passion to fulfill GE’s mission and deliver for our customers. www.ge.com
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