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Sr Staff Manager – Digital Sales Transformation

  • GE Digital
  • Experienced
  • Posted 6/21/2017 5:49:41 AM
  • 2934074
  • Job Function: Sales
  • Business Segment: Digital Services
Location(s): Netherlands; Amsterdam


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.


ServiceMax from GE Digital is a leading industry provider of field service management software – an estimated $25 billion market worldwide. The company continues to reimagine and create solutions for the 20 million people globally who install, maintain, and repair machines across dozens of industries as the leading provider of complete end-to-end mobile and cloud-based technology for the sector.


ServiceMax brings together the right data at the right moment to delight customers and drive business results at the crucial point of service. We’re rethinking field service, and delivering cutting edge technology to help companies perfect service delivery, drive revenue and growth, and delight customers. Come be part of our innovative team!

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, and according with all local laws protecting different status.

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Role Summary:
In this role you will manage client accounts with an emphasis in outcome selling. You will play the role of trusted partner to our clients, while working with other GE lines of business and propose value added solutions that will help our clients expand their business and prepare for future challenges. You will maintain curiosity to understand our customers’ business and drive the salesperson - customer relationship to new directions to discover new areas where both the customer and GE can win

Essential Responsibilities:


  • Coordinate a cross-functional, cross-LOB and potentially partner driven team approach in a complex sales cycle
  • Map out customers’ decision making process and identify areas where digital is rapidly shifting the sales paradigm
  • Use available client data to proactively identify possible needs before they are expressed by client
  • Manage multiple decision makers to move deal to closure
  • Evaluate and prioritize the need for additional resources to advance the sale, focusing on competitive advantage and cost efficiencies
  • Work with manager and peers to identify and streamline the correct Commercial Operations processes
  • Coach others on the use of Outcome Selling techniques
  • Utilize industry knowledge and skillsets to support an industry relevant line of questioning and resultant problem solving definition
  • Identify next steps and how to string together near-term successes that can be the foundation for future engagements and an expanded business

    Qualifications/Requirements:

    • Bachelor’s Degree in business, marketing or related discipline or equivalent working experience
    • Strong proven software industry experience minimum with proven track record


Desired Characteristics:

  • Able to coordinate a cross-functional team approach in a complex sales cycle
  • Proven experience in closing million dollar plus deals
  • 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
  • Working knowledge of CRM systems for pipeline and opportunity management
  • Outcome Sales training experience utilizing sales tools for account management


Business Acumen:

  • Proactively and independently monitors information about competitors and the overall market; Champions tools, processes, and systems to track and store intelligence data; Able to clearly articulate implications of market knowledge to key stakeholders
  • Establishes, maintains, and grows key executive relationships within customer accounts; Adept at navigating political and hierarchical landscape and facilitates the customer decision making process. Obtains favored access at the most senior levels of the organization
  • Routinely seeks out and uses a variety of sources of financial data to obtain relevant industry, company and customer financial data; Can use financial nformation to formulate insights on the customers' strategy and potential value opportunities
  • Understands how customers make money and where GE can add value; Possesses basic knowledge in solution architecture and lifecycle management; Seeks confirmation (implicitly or explicitly) from customers to ensure that objectives are met; Facilitates active customer engagement

    #DTR

    Locations: Netherlands; Amsterdam
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