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VP – Digital Sales Direct, North America

  • GE Aviation
  • Experienced
  • Posted 1/31/2017 7:55:46 PM
  • 2837896
  • Job Function: Sales
  • Business Segment: Aviation Digital
Location(s): United States ; 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, Florida, Georgia; ALL Flexible U.S. Locations


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:
At GE Aviation, we’re bringing together best-in-class analytics and deep domain expertise to help our customers solve their toughest challenges. As our VP of North America, Digital Sales Direct you will be accountable for driving the regional Sales efforts supporting the Software and Services business to ensure attainment of growth targets for GE Aviation.

Essential Responsibilities:
In this newly created role, you will:
  • Interact effectively with senior business leaders, product management and development teams and key external market contacts.
  • Ensure and facilitate revenue growth through direct contact with customers and prospects and field personnel, including but is not limited to: Sales Team, Strategic Account teams, Key Account Managers, Territory Sellers and Representative Channel Partners.
  • Provide clear vision and mission to sales team to ensure all members of the organization understand clear, simple objectives and priorities.
  • Provide Leadership, support, and guidance to ensure the sales strategy is aligned with business direction and supports accomplishment of the overall business objectives.
  • Ensure that tools and processes associated with a robust sales pipeline are in place and working effectively.
  • Integrate efforts effectively with regional and global CMO office to oversee efforts in identifying various channel partners (Distributors, Representatives, and Solution Providers) that will benefit from assistance in demand generation activities.
  • Work closely with Key Accounts Sellers, This includes ensuring proper adherence to growth, core, & pull-through products.

    Qualifications/Requirements:

    Basic Qualifications:

  • Minimum 10 years’ work experience in software sales, business development, sales strategy and/or related software services sales.
  • A minimum of 8 years in sales leadership with experience building and managing global teams.
  • An undergraduate degree is preferred

    Eligibility Requirements:

  • 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
  • Preferred office locations are San Ramon, CA or Austin, TX
  • Ability to travel 50%

    Desired Characteristics:
  • Experience selling enterprise-level commercial or industrial software and managing teams involved in same
  • Experience managing dispersed team of Sales professionals

    Technical Expertise:

  • Able to work with individuals across the GE businesses on how to use Big Data to collect and analyze market information as well as how to present analysis and recommendations to drive strategic commercial decisions.
  • Independently creates an effective digital engagement strategy that collects market knowledge and engages others; Develops processes to measure effectiveness of efforts in terms of using market knowledge to predict buying decisions and trends.
  • Proactively identifies pipeline risks and develops mitigation plans; proactively shares 'best practices' to improve pipeline efficiency. Helps to develop sales team relationships with key contacts; Communicates pipeline issues to sales team; Identifies key issues with sales forecasts and focuses resources/ assistance where appropriate.
  • Able to take products, services, solutions knowledge and connect them to customers’ objectives to develop differentiated opportunities for GE.

    Business Acumen:

  • Coaches and mentor’s others on how to collect, analyze, and share information about market trends and competitors to increase customer retention and attract new business; Proactively identifies trends via data analysis and makes strategic recommendations as appropriate.
  • Leads the implementation of economic value selling throughout customer organization; Offers assistance and input to others across GE on this topic
  • Invited by clients to participate in C-level strategic planning sessions to help create solutions related to critical business needs; Leads initiatives to understand and quantify unrealized value in offerings across products, services, and customer segments.
  • Utilizes customer’s feedback or current top objectives to form a comprehensive understanding of the customers’ needs; Communicates multiple reference stories or trends with supporting data; Demonstrates effective time management in preparation for conversations/ discovery process.
  • Viewed as a thought leader by strategic customers, invited to advise customers based on GE solution knowledge and industry/vertical expertise; Brokers introductions and relationship handoffs with customer C-Suite to other GE team members.
  • Able to lay out detailed forecasts and specifics about market behaviors; Identify bundling plans, special promos and attachment strategies for upselling and cross-selling.

    Leadership:

  • Able to consistently lead the process to develop winnable strategies; Creatively uses resources to anticipate and solve problems, resulting in innovative solutions that result in customer and GE satisfaction, and finds alternatives beyond the obvious.
  • Develops and executes integrated, multi-faceted communications that provide the audience with concise facts; Addresses business concerns and presents the implications of various alternatives; Presents in a manner that is compelling, engaging and relevant to senior leadership and customers.
  • Trains others on how to design and create the winning deal content 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.
  • Establishes a baseline of objectivity for team. Drives the team toward the organizational objectives; Builds team structure to leverage the strengths of individuals in carrying breadth or depth in capabilities to form a cohesive whole; Introduces company-wide tools for improving collaboration, productivity and building strong communities.

    #DTR

    Locations: United States ; 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, Florida, Georgia; ALL Flexible U.S. Locations

    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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