Business Segment: Energy Connections Power Conversion
Location(s): United States ; Texas; Houston
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. 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.
Role Summary: The Senior Sales Leader demonstrates accountability for assessing accounts complexity and defining accounts strategies by collaborating with Account Managers. In this role, you will integrate and develop processes that meet business needs across the organization, manage complex issues within functional area of expertise, be involved in long-term planning.
Experienced in major accounts sales – earns customer C-suite credibility to become a visionary partner and expand discussions to strategic, long-term engagement
Qualifies and quantifies opportunity with prospective customers – Fleet size, deal potential, customer motivation, executive sponsors, competition etc.
Initiates sales process by scheduling appointments; making C-level presentations; developing a detailed account profile & key account relationships.
Advances sales process aggressively based on strong relationships with customer executives; detailed understanding of customer decision-chain; explaining product and service offerings from target problems to potential outcomes to solution capabilities; overcoming objections; preparing contracts.
Expands sales in existing accounts by introducing new products and services
Contributes information to solutions enhancement by monitoring competitive products and reactions from customer discussions.
Recommends new products and services by evaluating current product results; identifying needs to be filled.
Bachelor's degree from an accredited university or college
Minimum of 5 additional years of experience in Sales Origination; must have closed multi-$M, multi-year deals
Legal authorization to work in the U.S. is required. GE may agree to sponsor an individual for an employment visa now or in the future if there is a shortage of individuals with particular skills.
Experience in Sales planning and territory management and prospecting
Have existing C-suite contacts in Marine industry that can be nurtured for Digital engagement
Have sold beyond the obvious tactical offering – mix of products, services and long term collaboration
Ability to learn and present Digital solutions for initial customer qualification and traction
Ability to develop ROI trade-offs (in excel) to quantify customer needs and to maximize deal potential
Discipline to follow sales process and document progress in established systems (SFDC)
Collaborate and communicate efficiently with internal solution groups to bring right participants into right stages of sales process for cost-effective customer engagement
Hands-on experience developing comprehensive customer contracts with a realistic balance of customer and GE commitments
Hands-on experience in sales tools including MS-Office, SFDC etc to be self-sufficient in sales process
Be a problem-solver first and then a sales leader (not a tactical sales rep)
Be curious to learn digital solution details for 1:1 preliminary discussions with customer groups
Self-manage and be a catalyst for the team
Leverage online communication methods (webex, tele conference, Skype) for efficient customer interaction across global teams (customer & GE)
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