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Channel Sales Manager (West Coast)

  • GE Energy Connections
  • Experienced
  • Posted 5/17/2017 5:09:19 PM
  • 2917325
  • Job Function: Sales
  • Business Segment: Energy Connections Automation & Controls
Location(s): United States; California, Colorado, Washington


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.


GE Energy Connections designs and deploys industry-leading technologies that turn the world on. We transport, convert, automate and optimize energy to ensure we provide safe, efficient and reliable electrical power. Uniting all the resources and scale of the world’s first digital industrial company, we connect brilliant machines, grids, and systems to power utility, oil & gas, marine, mining and renewables customers, that keep our world running.
www.GEEnergyConnections.com



We are a leading provider of automation and control products and services for equipment and plant control in Power Generation, Process, and Manufacturing industries. Our differentiated Industrial Internet solutions enable customers to optimize equipment performance and ensure reliable and efficient operations by connecting their equipment, data, and people to Insights and Actions generated through Analytics. Our Edge solutions include Outcome Optimizing Controls, Field Agents, Operator Interface products, and an Industrial Communications portfolio for hard to connect distributed assets. Our dedicated team includes some of the best minds in automation capable of solving our customers’ toughest challenges. GE Automation & Controls is a business unit within GE Energy Connections.

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 Channel Manager (West Coast) will develop and maintain a portfolio of major channel partners to maximize sales growth and profitability for GE’s Automation and Control solutions. The mission is to protect and grow the core control’s business, simplify transnational overhead and provide the best local mechanism of service to customers.

Essential Responsibilities:
As the Channel Manager, you will:

  • Manage a portfolio of growth-focused major partner accounts to meet or exceed assigned targets for profitable sales volume and execution of strategic objectives
  • Review Channel performance and make recommendations for changes
  • Proactively recruit and evaluate new potential Channel Partners
  • Develop and Maintain business level relationships with Channel partner owners and executives
  • Ensure that channel partners are complying with all aspects of their contractual obligations, GE Spirit & Letter, law or government regulation and report any associated risks
  • Deploy demand generation programs for channel partners in cooperation with marketing and sales
  • Own the orders forecasting, sales pipeline, and overall relationship for each partner
  • Leverage the “Big GE” by coordinating across multiple GE divisions to solve customer challenges and enhance value and loyalty within our installed base
  • Demonstrate compliance to GE Spirit and Letter, law or government regulation; report any associated risks
  • Meet or Exceed Annual Sales Goal – Through direct customer contact, exceed sales plan within named accounts and the assigned region by creating value to customers for our solution footprint


Qualifications/Requirements:
  • Bachelors Degree in technical discipline, such as Engineering (OR High
    School Diploma / GED with a minimum of 7 years of experience in
    Automation Sales)
  • Minimum of 3 years of direct experience selling in the Automation, SCADA, or closely related industries
  • Minimum of 3 years with indirect sales as channel manager for manufacturer or as distributor sales or representative

ELIGIBILITY REQUIREMENTS:

  • Ability and willingness to travel 50% of the time


Desired Characteristics:
  • Prior experience using strategic selling and value selling methodologies (e.g. Miller Heiman) and SFDC.com or similar CRM system
  • Proven ability to grow sales via indirect channels in automation or similar industry
  • Understanding of complex sales cycles for OEMs and Users
  • Experience with Automation or SCADA software
  • Proven ability to motivate and inspire an indirect sales team
  • Ability to coordinate a cross-functional team approach in a complex sales cycle
  • Demonstrated ability to prospect and develop new accounts into a sustainable revenue stream
  • Demonstrated ability to quickly build trust and rapport, and develop influential relationships at all levels of an organization
  • Excellent verbal and written communication skills
  • Working knowledge of Salesforce.com CRM system for pipeline and opportunity management
  • Possess effective Time Management Skills
  • Strong Personal Networking skills
  • Strong problem solving skills and a high degree of creativity/resourcefulness
  • Strong business acumen
  • Competitive drive and determination
  • Customer focused & strong interpersonal skills


To stay connected with exciting news and the latest job opportunities from GE businesses, follow us on twitter: @geconnections

Locations: United States; California, Colorado, Washington

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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