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Senior Regional Sales Manager

  • GE Transportation
  • Experienced
  • Posted 1/25/2017 4:01:31 PM
  • 2727624
  • Job Function: Business Development
  • Business Segment: GET Transportation
Location(s): United States, Canada; Alabama, Alaska, 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, Puerto Rico, Rhode Island, South Carolina, South Dakota, Tennessee, Texas, Utah, Vermont, Virginia, Washington, West Virginia, Wisconsin, Wyoming, Arizona, Arkansas, California, Colorado, Connecticut, Delaware, District of Columbia, Florida, Georgia, Alberta, British Columbia, Manitoba, New Brunswick, Newfoundland and Labrador, Nova Scotia, Northwest Territories, Nunavut, Ontario, Prince Edward Island, Quebec, Saskatchewan, Yukon, American Samoa, Guam, Northern Mariana Islands, Virgin Islands, U.S.; Toronto, Mississauga, Vancouver, Winnipeg, 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:
GE’s Industrial Internet comes to life for the mining industry with Predix. This is an exciting growth business which helps our mining customers increase productivity, throughput & recovery, unlock hidden capacity and improve asset health. Using advanced analytics solutions coupled with monitoring services our customers have proven sustained value. The Enterprise Account Manager is responsible to drive sales of this revolutionary advanced solution to North America mining segment.

Essential Responsibilities:







The Sales Manager is
responsible for meeting/exceeding revenue goals of GE Digital Mine including
Mine Performance, an analytics platform with packaged solutions for both
Process and Equipment Health. The candidate will work with enterprise named
accounts in the mining segment in USA and Canada. The candidate will act in
the Named Accounts and will coordinate his activities with the Pre-Sales and
Partners resources. The go-to-market
will be a combination of Direct Sales aimed at the C-suite, and working with
established mining vertical solution Partners and GE Equipment entities in
the region that can front the opportunity and augment GE services capacity as
appropriate.


• Meet or Exceed Annual Sales Goal – Through direct
customer contact, selective partners, and regional teams, exceed sales plan
(deeper and broader penetration) within defined named accounts by creating
value to customers for our solution footprint.


• Actively Grow Pipeline – Through the use
of coordinated activities with Marketing and through own initiatives, grow
and maintain a pipeline of 3 X annual quota. In addition to tracking a
15-month rolling pipeline, Enterprise Account Managers need to maintain a
36-month account plan that will be shared globally with parts of our business
including Marketing, Product Management, Sales, Professional Services, and
the Development teams to ensure coordination across the business.











Qualifications/Requirements:

Essential Responsibilities continued...

• Develop and Drive Enterprise Account Coordination – Aggressively develop and drive a sustainable commercial and solution strategy across multiple customer divisions and geographic poles that is aligned to the agreed account goals. Develop and execute an Account Playbook that formalizes the “go high / go low” strategy for the Enterprise account. Where applicable, develop a joint Governance process with executive sponsorship that aligns along the following pillars – Commercial, Product/Technology, Implementation and Support. Leverage the “Big GE” by coordinating across multiple GE divisions to solve customer challenges and enhance value and loyalty through the introduction of GE Corporate programs.

• Growth Account Development – Responsible for the development of Growth Accounts within the assigned account package. Growth accounts that have done minimal business with GE, but have potential for significant growth based on vertical or application fit. Enterprise Account Managers will drive key activities, including prospecting, strategy planning, executive relationship development, discovery assessment, pilot and rollout, GE ecosystem coordination, etc.

• Opportunity Tracking & Review - Identify and initiate steps in sales cycles for software, implementation, subscription and managed services. Monitor opportunities, through the GE sales process and ensure Salesforce.com updates. Be responsible for accurately forecasting opportunities in Salesforce.com for the opportunities, including the coordination of account activities on a regional, national and global level. Enterprise Account Managers will also be responsible for leading Software “deal reviews” as part of ongoing pipeline reviews.

• Work Closely with Regional, Global & Application Engineering Teams – Enterprise Account Managers will clearly communicate the corporate strategy to both regional and global teams and work collaboratively to efficiently utilize resources and maximize solution penetration at the local plant level. Enterprise Account Manager will need to work closely with the Application Engineers to coordinate account activities that aide in developing opportunities and closing sales. Some of these activities include conversions, presentations, on-site Discovery and Value Assessments, etc.





Desired Characteristics:

Essential Responsibilities continued...

• Ensuring a Professional Sales Experience for customers during all aspects of sales process and touch points including: Formal meeting agendas (reviewing with customer or Software Account Manager prior to meeting), formal follow-up stating sequence of events and next steps in writing, and issue resolution in a timely fashion.

Qualifications/Requirements:

  • Bachelor's degree from an accredited university or college preferably in Engineering
  • Proven extensive experience in enterprise and/or automation software and services sales
  • Proven working experience for industrial continuous process like Mining and Metals (preference), Cement, Oil&Gas, Petrochemical, Chemical, Pulp&Paper.
  • Ability and willingness to travel 30-50% of the time
  • Fluent verbal and written communication skills in English
Desired Characteristics:







  • Vertical knowledge and solid experience of Mining, especially in
    Minerals Processing and/or Asset Management, including knowledge of process
    flowsheet and equipment used in Mining
  • Demonstrated extensive experience in software or related high
    technology consultative sales in Mining
  • Demonstrated ability to coordinate a cross-functional team approach in
    a complex sales cycle, with sporadic support from leadership.
  • Demonstrated experience in closing million dollars plus deals
  • Demonstrated experience in working with 3rd party company
    partners
  • Demonstrated ability to prospect and develop new accounts into a
    sustainable revenue stream
  • Demonstrated ability to quickly build trust and rapport, and develop
    influential relationships at all levels of an organization
  • Possesses effective Time Management Skills
  • Strong Personal Networking skills
  • Strong problem solving skills and a high degree of
    creativity/resourcefulness
  • Strong business acumen
  • Competitive drive and determination
  • Customer focused & strong interpersonal skills
  • Working Knowledge of MS Office based products
  • Working knowledge of CRM systems like SalesForce.com for pipeline and
    opportunity management







Locations: United States, Canada; Alabama, Alaska, 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, Puerto Rico, Rhode Island, South Carolina, South Dakota, Tennessee, Texas, Utah, Vermont, Virginia, Washington, West Virginia, Wisconsin, Wyoming, Arizona, Arkansas, California, Colorado, Connecticut, Delaware, District of Columbia, Florida, Georgia, Alberta, British Columbia, Manitoba, New Brunswick, Newfoundland and Labrador, Nova Scotia, Northwest Territories, Nunavut, Ontario, Prince Edward Island, Quebec, Saskatchewan, Yukon, American Samoa, Guam, Northern Mariana Islands, Virgin Islands, U.S.; Toronto, Mississauga, Vancouver, Winnipeg, Calgary

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.
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