Software & Services Account Executive - O&G Digital
GE Oil & Gas
Posted 1/24/2017 5:30:17 PM
Business Segment: Oil & Gas Regions
Location(s): Canada ; Alberta; Calgary
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.
Role Summary: In this role, the Software & Services Account Executive will establish a trusted advisor relationship with both our external customers and internal teams. You will collaborate with pre-sales support and commercial sales teams in the GE O&G business unit you support to help drive sales closure of Software offerings including Unified Operations and Intelligent Pipeline Solutions. You will mentor, train and lead pre-sales teams within the GE Software Center of Excellence and GE O&G business units
Essential Responsibilities: • Drive top line orders and revenue growth of the GE’s Software & Services Business Unit • Drive new enterprise solutions sales activities at GE’s top customers and prospects, modeling best practice selling methodologies to help create and close new enterprise solutions opportunities • Develop and launch commercial pilot / prototype programs to validate hypothesizes in customer environments and initiate a commercial sales cycle • Develop continuous, robus sales order funnels that can be managed to closure • Take a consultative approach to develop, present and articulate the customer value proposition and vision of proposed business solutions to customers and GE business teams • Develop deep, strategic C-Level relationships with a defined set of O&G operators in Canada. • Provide direction and guidance to the business leadership in discovering the new solutions and set objectives, and to produce plans, roadmaps, and methodologies • Develop a deep understanding of customer business model, desired outcomes, and pain points and be dedicated to meeting their expectations and mapping desired outcomes to GE offerings • Leverage business resources to create robust order funnels and drive target accounts through the sales process facilitating necessary workshops and engagements • Work in close collaboration with strategic partner(s) account teams to jointly drive sales process to closure • Provide leadership and ownership of an opportunity – lead a matrixed organization of product specialists, pre-sales solution architects, technical sales, etc. to scope, negotiate, sign and deliver a solution or outcome to the customer • Establish a basic understanding of the O&G industry and have the ability to engage with subject matter experts. • Work collaboratively with GE’s O&G business units & Software Center of Excellence to identify and develop new opportunities for incremental GE revenue • Help drive process to get key customers to visit our SW COE & O&G facilities for design thinking sessions / workouts to better connect our SW COE to our critical customer needs • Help evangelize Predictivity / Predix / GE SW capabilities and vision across the business unit’s selling teams and throughout the end customer CIO community • Develop evolution path and migration plans for key GE customers from their current state to the target GE SW/Services strategy by deploying Solutions in concert with other GE Products & Services • Provide specific and actionable customer feedback that our product line teams can use to ensure alignment of requirements and roadmaps to meet specific and broad customer needs
Qualifications/Requirements: • Bachelor’s Degree in business, marketing, engineering, technology or science related discipline • Minimum 8+ years’ work experience in Software pre-sales with experience closing complex deals • Must be willing to comply with pre-employment screening • Must have unrestricted authorization to work in Canada
Desired Characteristics: • Significant expertise in customer / market-facing software sales positions as both individual contributor and sales leader • Ability to build deep trust with internal teammates and end customer executives • Experience working with, creating and executing O&G commercial value propositions • Significant expertise in customer and/or market-facing consulting, solution or software sales positions as both individual contributor and sales leader • Experience working with O&G operators to identify business requirements and build connection to IT architectures. • Masters’ degree in either Science/Engineering/Technology, MBA or other advanced degree strongly preferred • Excellent communication and presentation skills, with the strategic agility to work harmoniously within a team as both a leader and a contributor • Ability and willingness to travel at least 50% of the time, as required. • Experience in innovation processes and management • Strong desire to train and enable sales professionals to embrace and use solution selling approaches that compel end customers to adopt and implement software to solve more strategic, comprehensive, mission critical problems • Desire and ability to lead, advise, coach and mentor sales professionals through a process of hands on training and real world “joint” selling • Technical acumen to interface with technologists, understand complex concepts and translate in a way that businesses or industry can understand • Track record of sales success bringing complex deals to closure • Ability to build strong relationships quickly with sales professionals and end customer C-level executives • Able to drive sales outcomes as an overlay sales leader vs. individual sales opportunity owner, comfortable pushing the sales process when appropriate to secure early wins fast • Experience working with O&G transmission, distribution, and gathering pipeline applications including integrity planning, risk analysis, equipment maintenance, and work order management.
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