Business Segment: Digital Commercial Professional Services & Support
Location(s): Mexico ; Mexico City
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 Senior Channel Manager work closely with the other staff members in key GE businesses to drive and lead growth in software, and outcome-driven revenue generation within industries such as Food & Beverage, Pulp & Paper, Discrete Manufacturing, Automotive, Chemicals, Power/Utilities, Oil&Gas, and Metals and Mining. When required, she or he will partner closely with diverse GE leaders, strategic GE partners to drive the creation and development of an overall sales approach in defined territory
Essential Responsibilities: • Managing and driving sales for existing regional Systems Integrator and Channel Partners • Identify, recruit and develop sales with 2-3 new regional Systems Integrators • Develop deep and trusted relationships with the C level of Partner accounts and customers as required • Coach Partner sellers in developing and executing strategic outcome-based sales targeting C level • Establish a deep understanding of partners and customers' business needs and desired business outcomes • Working at times with a myriad of GE business units, GE Digital Partners in OneGE win-win goal oriented approach to the business partnership • Demonstrate to partners and customers how they benefit by partnering with GE Digital and how our GE Digital solutions deliver the desired outcomes • Drive internal GE Digital 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. (e.g. GE store, Industrial Internet of Things, Minds and Machines) • Analyzes partner sales pipeline and maintains an array of opportunities to ensure that sales goals are achieved • Actively develop and maintain a multi-year Partner account plan that will drive a sustainable commercial and solution strategy that is aligned with agreed upon account goals. Plan to be shared regionally and globally with Marketing, Product Management, Sales, Professional Services, and the Development teams to ensure coordination across the business • Willingness and ability to travel 75% of the time
Qualifications/Requirements: • Proven experience selling multiple, large enterprise deals greater than $1M USD through strategic partners • Proven experience recruiting and strategically managing SI and Channel Partners • Key focus in the industrial or enterprise software industry • Experience in dealing with small to large consulting firms • A minimum of 15 years of software industry experience minimum with proven track record • 7 years' experience using strategic selling and value selling methodologies (e.g. Miller Heiman, Complex Selling, Outcome Selling) *into above defined industries.* • Bachelor's Degree in IT, engineering, business, marketing or related discipline
Desired Characteristics: • Excellent whiteboarding experience with partners and customers • Works 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 • Have strong and traceable experience in industrial projects with a strong technology and software profile • Active in industry groups/blogs to gain exposure to target audiences and viewed as a domain expert • Develops acceptable strategies to mitigate risks triggered in RFP's and/or customers' T&Cs while meeting GE business objectives. • Leads the implementation of economic value selling throughout Partner organization • Develops acceptable mitigation strategies that consider T&Cs of customers, competition and partners and key differentiators while also meeting business objectives • Identifies and prioritizes critical Partner and GE resources needed to further the sales effort, negotiating with stakeholders for utilization • Understands people's roles, can foresee obstacles, identify workarounds, leverage resources and rally teammates • Leads peers and other enterprise leaders in consultative selling best practices and developing custom solutions that exceed customer expectations • Adeptly manages emotions and the negotiations process by identifying customer needs over wants • Transitions to becoming a trusted advisor who is not afraid to identify challenges the partner faces internally • Focuses on tangible and intangible benefits to ensure customer awareness and satisfaction • Supports the market development as a whole for GE Digital • Supports GE marketing and demand generation campaigns within GE Digital
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