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
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
Ability and willingness to travel 50% of the time
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
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Locations: United States; California, Colorado, Washington
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