Sr Sales Manager, Aviation Digital
- GE Aviation
- Posted 5/8/2017 3:41:48 PM
- Job Function: Sales
- Business Segment: Aviation Digital
Location(s): Australia; North Sydney
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.
This role is responsible for identifying sales opportunities within existing and new accounts, identifying, managing and solving conflicts with clients and meeting deadlines for customer accounts. S/he will drive prospecting, strategy planning, executive relationship development, discovery assessment, and outcome-driven revenue generation. S/he will partner closely with leaders to drive the creation and development of an overall sales readiness vision in the context of our expanding business.
Develop a solution selling framework for GE business — tailor deal lifecycle, enablement deliverables, required resources, technology support, maturity model, sales methodology etc.
Establish a deep understanding of customers’ business needs by creating value to customers for our solution footprint.
Add value to the customer’s business and maintain a goal oriented approach to the business partnership.
Demonstrate to customers how they benefit by partnering with GE and how our solutions deliver results.
Aggressively develop and drive a sustainable commercial and solution strategy across multiple customer divisions and geographic poles that is aligned to the agreed account goals.
Develop and execute an Account Playbook that formalizes the “go high / go low” strategy for the Enterprise account. Where applicable, develop a joint Governance process with executive 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. Industrial Internet, Minds + Machines)
Analyzes sales pipeline and maintains an array of opportunities to ensure that sales goals are achieved.
Actively grow and maintain a multi-year account plan that will be shared globally with parts of our business including Marketing, Product Management, Sales, Professional Services, and the Development teams to ensure coordination across the business.
Ensuring a Professional Sales Experience for customers during all aspects of sales process and touch points including: Formal meeting agendas, formal follow-up stating sequence of events and next steps in writing, and issue resolution in a timely fashion.
Formulates the winning proposals based on a cohesive strategy that leverages deep knowledge of industry, customer and GE product.
Bachelor’s Degree in business, marketing or related discipline.
7-12 years of software industry experience minimum with proven track record.
Any offer of employment is conditioned upon the successful completion of a background investigation and drug screen.
Must be able to travel 50% + of the time.
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
Proactive in seeking out new digital platforms to drive deeper connections with customers – such as heat mapping existing relationships on LinkedIn to identify new sales opportunities, 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 customer organization.
Thoroughly analyzes data to identify trends and issues that translate into a plan for the customer with some connection to seemingly independent problems.
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 GE resources needed to further the sales effort, negotiating with stakeholders for utilization.
Establishes & communicates team members' roles in relation to their function and data; Shares knowledge, power and credit, establishing trust, credibility, and goodwill; Coordinates role responsibilities with that of others to achieve mutual goals; Encourages groups to work together to efficiently resolve problems.
Leads the process of developing a clear and winnable strategy to deliver the vision of what the GE-customer relationship can be; Goes beyond conventional modes of thinking and approaches problems, and creatively develops innovative, alternatives possibilities 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.
Excels at not only identifying, convening, and leading business and channel partners toward a commercial end, but also at constructing deals in an economic way that make sense to each party through their own eyes; Through experience and understanding of key market drivers, able to engage business partner to fulfill customer needs in a way that is profitable to both GE and the business partner.
Communicates effectively with multiple levels of a customer’s business; Understands where to have less interaction once high level relationships have been established; Earns the trust of customers’ executive managers after advancing through the ranks of mid to low level managers; Possesses the ability to glean information from a variety of non-executive level stakeholders to spawn new conversations at the executive level.
Achieves and maintains direct involvement in customer discussions about expected business outcomes and benefits from the solution; advocates for the customer to have the right GE teams and capabilities in place to ensure critical success factors are met; Remains actively engaged until the customer realizes what the expected business benefits from the solution are and the necessary investment to achieve them.
Utilizes active listening to influence the direction of individual or group discussions while guiding the listeners to adopt and believe that the idea is their own; Asks difficult questions and rearticulates customer needs for confirmation; Maintains ownership of the conversation throughout.
Demonstrates complete transparency in everything one does, does the right thing instead of an acting with an ulterior motive; Exhibits subordination for the good of the principals; Values of the effort for the customer and ours.
Locations: Australia; North Sydney