Location(s): United States; California, Texas; San Ramon, Houston
Baker Hughes, a GE company (NYSE:BHGE) is the world’s first and only fullstream provider of integrated oilfield products, services and digital solutions. Drawing on a storied heritage of invention, BHGE harnesses the passion and experience of its people to enhance productivity across the oil and gas value chain.
BHGE helps its customers acquire, transport and refine hydrocarbons more efficiently, productively and safely, with a smaller environmental footprint and at lower cost per barrel. Backed by the digital industrial strength of GE, the company deploys minds, machines and the cloud to break down silos and reduce waste and risk, applying breakthroughs from other industries to advance its own.
With operations in over 120 countries, the company’s global scale, local know-how and commitment to service infuse over a century of experience with the spirit of a startup – inventing smarter ways to bring energy to the world.
Follow Baker Hughes, a GE company on Twitter @BHGECo, or visit us at BHGE.com.
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: In this strategic, technical advisory position as a Senior Solution Lead in Oil & Gas Digital Product Management, you will establish an essential relationship with our internal sales consultants in Commercial, our implementation and support consultants in the Customer Success team, and our customers.
Essential Responsibilities: You will collaborate with internal corporate development teams, pre-sales technical teams and commercial sales teams in the Oil & Gas business unit to help drive sales of our Oil & Gas Digital solutions. You will be a trustworthy, highly credible voice to these counterparts who are responsible for positioning, selling, implementing, and supporting our solutions for customers. You will bring very senior Oil & Gas, operating technology, and information technology solution consulting expertise and experience to ensure that all GE organizations and customers are making fully educated solution positioning, buying, and implementing decisions. As a key player in the Product Management team, you will always be fully apprised of the latest solution capabilities and be able to craft achievable, realistic, highly relevant recommendations. You will also be in a “sensing” position capturing technical and business requirements from customers and colleagues to continuously educate your product management and development team members. You will mentor, train and lead technical pre-sales teammates located in GE Oil & Gas.
In this role, you will:
Establish a deep understanding of our customers’ business and technical needs
Create a “trusted technical advisor” relationship with our sales engineers, customer success engineers, commercial teams, and customer’s technologists
Work with Product Management, Commercial, and Customer Success colleagues to develop solution architecture frameworks to support solution selling on an enterprise level. Convey the vision, define system and application architecture, and anticipate and solve problems across the landscape when colleagues are unsure of the latest
Educate and arm your counterparts with with an appropriate product understanding and view of the roadmap
Provide deep software / hardware technical architecture expertise to ensure proper solution design Is provided to each customer
Interface with Pre-Sales Solutions consultants globally (and build a community) to train, mentor, and guide them through each update to the solution architecture framework
Become a “go to” player to demo our solutions and explain the product roadmap when counterparts need “Level 3 or higher support
Provide SWAT coverage for key customer facing events, particularly C-level discussions
Evangelize GE technology platform in appropriate sales forums to drive demand and continued interest
Support Commercial and Marketing colleagues in building links to provocative selling model to ensure architecture views are properly integrated
Develop evolution path and migration plans for key GE customers from their current state to the target GE Oil & Gas Digital Strategy by deploying Predix-based Solutions in concert with other GE Products & Services
Shape, drive and be held accountable for delivering significant strategic initiatives across broad scope/platform(s) in liaison with key stakeholders
Bachelor’s Degree in business, science, engineering, technology or related discipline
Masters’ degree, MBA or other advanced degree preferred
Minimum 12 years’ work experience in a combination of Software pre-sales, implementation consulting, and/or Software product management
GE Leadership Program Graduates will get credit towards relevant work experience, commensurate to the program they have completed
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 up to 50% to train colleagues, attend GE and industry events, and consult to customers
Must be willing to work out of an office located in San Ramon, CA, or Houston, TX
Highly knowledgeable of the terminology, processes, equipment, and trends in the Oil & Gas industry and at least a familiarity with inspection technologies
Manages and possesses working industry knowledge and skillset for Oil & Gas and inspection technologies
Significant expertise in developing and selling SW/HW solutions. Including creating and executing propositions and a track record of success
Deep understanding of the technology stack to include OS, DB, middleware, application layer, virtualization, analytics, and cloud technologies
Consults to colleagues and customers on alignment of outcomes and desired technical solutions at an enterprise level; analyzes, designs, and develops a software solution roadmap and implementation plan based upon a current vs. future state of the business.
Possesses working knowledge of configuration choices and related cost implications; Experience with multi-P&L solution configurations.
Knowledgeable of full range of software and hardware in GE’s Oil & Gas solution catalog and able to discuss overall solution at depth
Experience sustaining operational stability through various life cycle phases (planning, implementation, steady state, de-commissioning); Ability to provision and budget via capital and operating.
Applies and guides across projects to ensure alignment with core Oil & Gas Digital solutions architecture
Able to lead early stage customer interactions; guide customers as they develop confidence and comfort with "Axis" approaches, and integrate with their legacy tech investments.
Trains others on how to design and create winning proposals that result in successful deal closure; An expert in compiling the correct information in the fastest and most cost-effective manner to support readily formatted content and structure to win business
Adept at navigating both GE and customers’ organizational matrices; understanding people's roles, foreseeing and overcoming obstacles, leveraging resources and rallying teammates.
Adjusts information (e.g. level of complexity) and story to align with audience. Clearly articulates the value of what is most important to the customer and how GE solutions and/or services can meet the customer’s outcomes; Produces functional area information in sufficient detail for cross-functional teams to utilize, using presentation and storytelling concepts.
Demonstrate working knowledge of GE’s internal organization within primary industry vertical BU; Knows where / how strategic and commercial decisions are made.
Prepares Q&A based on industry and problem area knowledge; prioritizes questions to elicit most meaningful information early in discussions and drives additional depth via planned and extemporaneous follow-ups.
Uncovers and articulates critical success factors necessary for the customer to acquire, implement, and utilize a solution; assists pre-sales colleagues and customers in identifying shortcomings, even when they could delay a commercial decision; articulates a roadmap that provides a high likelihood of the customer realizing expected business benefits and other key stakeholders achieving desired personal success
Locations: United States; California, Texas; San Ramon, Houston
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