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Enterprise Solution Sales Executive

  • GE Transportation
  • Experienced
  • Posted 2/3/2017 8:55:55 AM
  • 2798968
  • Job Function: Sales
  • Business Segment: GET Transportation
Location(s): South Africa ; Johannesburg

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 Enterprise Solution Sales Executive will lead all RC360 / Enterprise Solution engagements and be responsible to bring together the larger Engagement team, as required, to provides ownership and act as the single point of contact throughout the engagement ("journey"). In this role you will focus on "top-tier" accounts (Class 1's and large international customers) that are interested in buying software-enabled business solutions more often than stand-alone software offerings

Essential Responsibilities:
• Develop a deep understanding of customer business model, desired outcomes, and pain points and be dedicated to meeting their expectations and mapping desired outcomes to GE offerings
• Develop deep, strategic C-Level relationships
• Work collaboratively with GE's partner network to identify and develop new opportunities and improve GE's overall alignment to customer desired outcomes
• Help drive new enterprise solutions sales activities at GE's top customers and prospects, modeling best practice selling methodologies to help create and close new enterprise solutions opportunities
• Provide leadership and ownership of an opportunity
• Lead a matrixed organization of product specialists, technical sales, etc. to scope, negotiate, sign, and deliver a solution or outcome to the customer
• Be responsible to learn quickly when facing new problems and analyze successes and failures for improvement opportunities
• Provide specific and actionable customer feedback that our development teams can use to ensure alignment of requirements and roadmaps to meet specific and broad customer needs
• Help drive process to leverage our SW COE for customer visits and design thinking sessions / workouts to better connect our SW COE to our critical customer needs
• Participate on FastWorks and tenX teams for key offering launches
• Help guide the development of the product offering portfolio and the GE sales enablement tool kits based on customer feedback, key CIO pain points, feedback from individual GE sales professional, and GE field selling experiences
• Help evangelize Predictivity / Predix / GE SW capabilities and vision throughout the end customer CIO community and across GE's industrial businesses
• See ahead clearly to anticipate future trends and consequences and be accordingly flexible to adapt to changes

• Bachelor's Degree in Business Administration, Transportation / Logistics, Engineering, or Computer Science from an accredited college or university
• Minimum of 5 years in Software, Consulting Sales, and/or Sales leadership experience, working for a solution provider, systems integrator, or consulting firm who specializes in software-based solution plan, design, and build projects

Desired Characteristics:
• Experience working for or selling cloud, SaaS-enabled solutions, and/or big data solutions
• Experience with complex sales and "big-ticket" deals ($10-20M minimum), in a commission-based sales incentive plan or a bonus plan role, that was based on hitting revenue and/or booking targets
• Confidence to deal with Executive level and C suite
• Strong verbal and written communication skills
• Demonstrated ability to work in matrixed organization and team selling environment
• Demonstrated ability to build strong business relationships that have led to trusted partner / advisor status
• Demonstrated ability in challenging the client's thinking (Challenger Sales Methodology)
• Strong sales process execution skills
• Value selling and solution selling experience
• Understanding of industry trends, compliance-driven mandates, and the relevant impact on client business strategy and challenges
• Proven ability to help shape client's business and technology investment priorities and decision-making
• Capable of providing thought leadership to client, with the ability to think outside the box for ways to create and deliver value to the client
• Proven ability to translate customer insights and requirements into compelling solutions leveraging the GE offering portfolio and roadmap
• Ability to understand the correlation between the GE RC 360 vision / strategy and a complex ERP sale to a large, complex enterprise organization
• Proven success at pursuing and closing large complex software (ERP) and/or managed services deals with clients who are not accustomed to such transactions
• Willingness to challenge the client and take risks to optimize business value for customers, with the ability to anticipate client reactions and actions through customer intimacy and keen understanding of the client political map
• Consultative selling experience, including; complex projects, complex business problem, complex client organization, and cultural environment
• Proven ability to engage and navigate those complexities , with the ability to understand the customers' key business drivers, strategy, and organizational "political map"
• Proven experience in selling complex, integrated technology-based business solutions
• Proven track record for meeting sales quotas, managing forecasts, and managing pipelines
• Proven ability to establish trusted business relationships with C-Level executives and key decision-making stakeholders
• Experience in working in multi-cultural environments, in a global account management or similar global role, where responsible for managing or directing non-US team members and engaging with non-US clients
• Working knowledge of the Rail and Freight transportation industries
• Experience in business development or building growth plans
• Ability to develop and maintain customer relationships at all levels, including; the CEO staff level
• Strategic or product marketing exposure
• Customer-centric mindset, with the ability to translate customer issues / needs into profitable business solutions
• Six Sigma Green Belt certification or equivalent Quality certification
• Ability to effectively interface with all levels of internal and external customers
• Strong interpersonal and leadership skills
• Established program management ability

Locations: South Africa ; Johannesburg

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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