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: The Regional Pre-Sales Leader– manages the GE Oil & Gas Digital Pre-Sales Solution Architects with primary focus on growing our software orders and sales. This leader will collaborate with the Global Solution Architect Leader to define hybrid solutions that consist of GE Oil & Gas Digital offerings combined with GE Software and Predictivity Solution offerings.
Essential Responsibilities: • Manage a team of up to 10 Direct Reports • Model, mentor, and coach to demonstrate Pre- Sales Solution Architecture best practices in Outcome Selling for GE Oil & Gas Digital Sales Solution Architects • Be part of a sales team that meets and exceeds monthly, quarterly and annual sales goals • Establish a baseline of technical capabilities for our Pre Sales SA’s, across the GE Software portfolio, specifically GE Digital Software, Predictivity Solutions and the Predix platform to include helping structure a GE Pre Sales Solution Architect Certification Plan • Manage the process that ensures team members meet the standard and get “certified” • Develop evolution path and migration plans for key GE customers from their current state to the target GE Brilliant Factory Digital Strategy by deploying industrial internet offerings in concert with other GE Products & Services • Implement a consistent large Opportunity review process which will empower Pre Sales Solution Architects to engage and provide insight into the sales team and leadership as part of the core account team. Pre Sales Solution Architects will lead the technical evaluation working with the Inquiry to Order and Professional Services teams to ensure success • Establish a deep understanding of our customer’s business and technical needs • Create a “trusted technical advisor” relationship with our customer’s technologists and internal technical teammates • Lead Sales Solution Architecture recruiting, interviewing, hiring, and onboarding • Drive key customer facing meetings and events, particularly C level discussions • Directly engage with Regional Leader, Channel Partners and customers in top strategic deals, Brilliant Factory sales meetings, and thought leadership opportunities (e.g. Sales Roadshows and Industry Events) - raising the business level acumen of the SA organization by being a trusted advisor to the account manager and customer to validate business value. • Sales Calendar Milestone Coordination - Highlight the major sales events and activities on the calendar to provide the visibility required to drive success. Link the sales events with sales events during each quarter to balance bandwidth constraints. • Product Development Strategy guidance by documenting and sharing customer requirements to product management to guarantee the visibility to support market demands • Manage compliance to the GE Solution Architecture framework for Solution Architecture best practice usage & help each Pre Sales Solution Architect bring to GE IP the following: o Deliverables as related to driving outcomes with our solutions o Maturity Model Best Practices o Assessment Methodology o Solution Architecture Diagram o Business Case Template o Best practices approach to leveraging our product roadmaps to close deals o APM Solution Demo Best Practices & Coaching o Region Specific APM Solution Competitive Analysis
Qualifications/Requirements: • 8 years’ experience leading sales or pre-sales organizations preferred - Experience in the Oil & Gas industry • Bachelors or equivalent degree in business or technical equivalent • Master’s degree in Business Administration preferred
Desired Characteristics: • Proven experience and technical sales knowledge driving Solutions Consultant/Architect Leadership with experience mentoring to create reference architectures, instant strategies, technical architectures, industry solution sets and reusable demonstrations to win sales cycle early in the process. • Experience with managing teams of sales focused individuals desired, such as Application Engineering/Solutions Consultant or pre-sales technical teams • Strong and proven both structured and organizational skills • Knowledge of CRM system (SFDC) for team management and opportunity evaluation for defining and assigning the technical teams • Experience building reusable demonstrations, driving new technology changes & influences • Building industry solutions sets with executive dashboards, prioritized process flows and unique attributes data model • Prescribe technical architectures, instance strategies and to enhance delivery of solution mapping of the GE software portfolio • Basic project management skills for tracking the projects driven by the SC team for timely deliverable and resource requirements • Track record of managing career development plans for teams of individuals
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