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Sr Sales Staff Manager 3 - Solution Architecture

  • GE Digital
  • Experienced
  • Posted 6/21/2017 5:49:42 AM
  • 2934078
  • 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!

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Role Summary:
The Sr Manager - Solution Architecture manages the GE Digital Sales Solution Architect (formerly Solution Consultant) organization with primary focus on growing our software orders and sales. This leader will collaborate with the Global Solution Architect Leader to define hybrid solutions that consist of GE Digital offerings. The offerings created and brought to the market will be supported by an Outcome Selling approach and Solution Architecture methodologies, tools, and best practices.

Essential Responsibilities:

  • Manage a team of up to 10 Direct Reports
  • Model, mentor, and coach to demonstrate Solution Architecture best practices in Outcome Selling for GE Digital Sales Solution Architects
  • Be part of a sales team that meets and exceeds monthly, quarterly and annual sales goals
  • Establish a baseline of technical capabilities for our Pre Sales SA’s, across the GE Software portfolio, specifically GE Digital Software
  • Manage the process that ensures team members meet the standard and get “certified”
  • Be the expert on Manufacturing Technology in China and GE Brilliant Factory concepts to articulate a vision based on customer needs and government direction sponsorship for expanding capabilities
  • Develop evolution path and migration plans for key GE customers from their current state to the target GE Brilliant Factory Digital Strategy by deploying industrial internet offerings in concert with other GE Products & Services
  • Implement a consistent large Opportunity review process which will empower Pre Sales Solution Architects to engage and provide insight into the sales team and leadership as part of the core account team. Pre Sales Solution Architects will lead the technical evaluation working with the Inquiry to Order and Professional Services teams to ensure success
  • Establish a deep understanding of our customer’s business and technical needs
  • Create a “trusted technical advisor” relationship with our customer’s technologists and internal technical teammates
  • Lead Sales Solution Architecture recruiting, interviewing, hiring, and onboarding
• Drive key customer facing meetings and events, particularly C level discussions
  • Directly engage with Regional Leader, Channel Partners and customers in top strategic deals, Brilliant Factory sales meetings, and thought leadership opportunities (e.g. Sales Roadshows and Industry Events) - raising the business level acumen of the SA organization by being a trusted advisor to the account manager and customer to validate business value
  • Sales Calendar Milestone Coordination - Highlight the major sales events and activities on the calendar to provide the visibility required to drive success. Link the sales events with sales events during each quarter to balance bandwidth constraints
  • Product Development Strategy guidance by documenting and sharing customer requirements to product management to guarantee the visibility to support market demands
  • Manage compliance to the GE Solution Architecture framework for Solution Architecture best practice usage & help each Pre Sales Solution Architect bring to GE IP the following:

    • Deliverables as related to driving outcomes with our solutions
    • Maturity Model Best Practices
    • Assessment Methodology
    • Solution Architecture Diagram
    • Business Case Template
    • Best practices approach to leveraging our product roadmaps to close deals
    • Solution Demo Best Practices & Coaching


      • Very strong experience leading sales or pre-sales organizations preferred
      • Bachelors or equivalent degree in business or technical equivalent or equivalent working experience
      • Master’s degree in Business Administration preferred

      Eligibility Requirements:

      • Must be willing to travel up to 50%

        Desired Characteristics:

        • Proven experience and technical sales knowledge driving Solutions Consultant/Architect Leadership with experience mentoring to create reference architectures, instant strategies, technical architectures, industry solution sets and reusable demonstrations to win sales cycle early in the process
        • Experience with managing teams of sales focused individuals desired, such as Application Engineering/Solutions Consultant or pre-sales technical teams
        • Strong and proven both structured and organizational skills
        • Knowledge of CRM system (SFDC) for team management and opportunity evaluation for defining and assigning the technical teams
        • Experience building reusable demonstrations, driving new technology changes & influences
        • Building industry solutions sets with executive dashboards, prioritized process flows and unique attributes data model
        • Prescribe technical architectures, instance strategies and to enhance delivery of solution mapping of the GE software portfolio
        • Basic project management skills for tracking the projects driven by the SC team for timely deliverable and resource requirements
        • Track record of managing career development plans for teams of individuals

          Locations: Netherlands; Amsterdam
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