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Partner Account Director

  • GE Power
  • Experienced
  • Posted 2/2/2017 1:58:25 PM
  • 2839005
  • Job Function: Sales
  • Business Segment: Power 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, 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; San Ramon; open to any major US city


About Us:
GE (NYSE: GE) is the world's Digital Industrial Company, transforming industry with software-defined machines and solutions that are connected, responsive and predictive. GE is organized around a global exchange of knowledge through which each business shares and accesses the same technology, markets, structure and intellect. Each invention further fuels innovation and application across our industrial sectors. With people, services, technology and scale, GE delivers better outcomes for customers by speaking the language of industry.

Predix is the world’s first and only cloud-based operating system built exclusively for industrial companies. It is now available for licensing externally beyond GE across a broad range of industries to manage and optimize both GE and non-GE assets. As the only industrial strength OS, Predix allows for familiar, frictionless connectivity, yet offers the security, regulation and certifications that industry demands. With 50 billion machines expected to come online by 2020, the Industrial Internet’s impact on GE, our customers and the world is tremendous. Everything is amplified on an industrial level. Bigger machines, bigger business, bigger issues, bigger opportunities.
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 Partner Account Director (GSI/SI) will develop and manage Strategic SI partner business plans and relationships, to drive Power Digital and Predix revenue growth by enabling SIs to build a practice and sell apps/solutions on the Predix platform.

Essential Responsibilities:
In this role, you will:
  • Work with target SI Partners to build a business plan for them to develop a consulting practice centered around GE Power Digital industry solutions.
  • Develop, negotiate, agree, publish and drive key targets for orders (sales bookings), capacity (GE Digital certified resources) and other key performance indicators (KPIs).
  • Align partner to the go to market strategies of GE Digital and Power Digital commercial and delivery teams.
  • Deepen and successfully monetize major existing SI partnerships and capabilities. Increase awareness, market leadership and sales of existing partner solutions.
  • Work with Partner Marketing to build Marketplace awareness and support key partner marketing programs.
  • Map out the overall partner ecosystem for GE Digital: identify the relevant players as well as potential relationships and then construct additional and alternative distribution strategies.
  • Own the overall program and scorecard for SIs, including business agreements and solution packaging/pricing, in addition to tracking metrics and relevant success criteria for all SI programs and activities.
  • Drive adherence the GE Digital Partner Program
  • Provide exceptional leadership to a rapidly growing team and capitalize on GE Digital extraordinary growth.
  • Ensure the team is performing at optimal levels and hire additional headcount as needed.
  • Establish indisputable market leadership to gain effective visibility in the industry so as to ensure that GE Digital is “top of mind” with potential business and strategic partners.
  • Build out SI financial and economic models including localized pricing, revenue share and other commercial models for maximizing value to GE Digital.
  • Develop and maintain systems and processes that provide genuine visibility and accurately forecast results and opportunities, as well as provide quantitative and qualitative input for strategic decisions.
  • Negotiate and close large-scale deals that benefit GE Digital partners and GE Power clients.
  • Build revenue plans with all partners and roll up forecast for the company.


Qualifications/Requirements:
Basic Qualifications
  • 5+ years successfully building and leading world-class, international, revenue generating partner business models
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.
  • Must be willing to travel (~50%+).
  • Must be willing to work out of an office located in San Ramon, CA or any major city within the United States.


Desired Characteristics:
Coupled with one’s experience are the personal qualities, which determine an individual’s ability to lead and be credible with internal and external audiences. Such qualities include:
  • Proven expertise and relationships developing and manging GSI partner alliances
  • The ideal candidate has been a consultant, and fully understands Go-To-Market sales motions
  • An accomplished executive with a first-rate track record in creating major strategic deals with multiple partners from first call to signed contract
  • Consistent track record of exceeding quotas and aggressive partner development goals and objectives
  • Demonstrated experience within partner development in a Cloud computing, SaaS environment
  • Established success in developing teams that are high performing and high morale
  • A strategic thinker who is also detail oriented on deal points and contracts
  • Values personal integrity, professional standards and personal relationships
  • Entrepreneurial leader with a driving desire to win big in the market
  • Outstanding leadership and people management skills with the ability to successfully motivate and challenge a team of talented and creative people at all levels of the organization
  • Straightforward, no-nonsense style—comfortable in one’s own skin
  • Decisive but a good listener and not an autocrat
  • Strategic thinker who can create and develop the long term vision and is also a strong personal contributor with a desire to “roll­up their sleeves” and make it happen
  • Exceptional interpersonal and communication skills with proven track record of quickly building credibility both internally and externally
  • Self-aware leader and one who “seeks the truth” in all situations
  • High energy, participatory style
#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, 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; San Ramon; open to any major US city

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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