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Partner Program Manager

  • GE Digital
  • Experienced
  • Posted 7/26/2017 4:41:31 PM
  • 2936196
  • Job Function: Sales
  • Business Segment: Digital Ecosystem & Channels
Location(s): United States; Alabama, Alaska, American Samoa, Arizona, Arkansas, California, Colorado, Connecticut, Delaware, Florida, Georgia, Hawaii, Idaho, Illinois, Indiana, Iowa, Kansas, Kentucky, Louisiana, Maine, Maryland, Massachusetts, Michigan, Minnesota, Mississippi, Missouri, Montana, Nebraska, Nevada, New Hampshire, New Jersey, New Mexico, New York, North Carolina, North Dakota, Northern Mariana Islands, Ohio, Oklahoma, Oregon, Pennsylvania, Rhode Island, South Carolina, South Dakota, Tennessee, Texas, Utah, Vermont, Virginia, Washington, West Virginia, Wisconsin, Wyoming; San Ramon


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 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 ISV Partner Programs and Operations team is a high-performance organization. We are chartered with providing best of breed business methodologies and models to drive quality recruitment, operations to scale, program benefits to enable agility and innovation and the highest-level of partner satisfaction and success geared towards ACV growth globally.

Essential Responsibilities:

This role is designed for individuals that embrace and pride themselves on being a cross-functional expert. This includes, the management of revenue operations, ISV Channel Sales enablement, systems enhancements and program maintenance to support our global ISV partnerships while serving as a key liaison with other General Electric businesses and dependent channel teams within GE Digital. The successful candidate will possess very strong problem-solving capabilities, strong work ethic, be a fast learner, highly collaborative and supportive. The ideal candidate will demonstrate high energy, an enthusiastic attitude and the desire to do whatever it takes to get the job done. In return, this role is designed to harness upward mobility and adaptability to be tailored to said candidate’s specialties over time based on proven track record.

Other responsibilities:

  • Implementation of ISV Partner Program enhancements, including benefit offerings, related eligibility and processes in order to provide access; all with an eye towards creating a world class partner experience
  • Partner tiering management and related ranking methodologies under a consistent schedule and governance structure
  • Serve as a trusted advisor representing ISV business operations and sustain alignment across internal stakeholders as required in order to deliver partner benefits and enforce requirements
  • Manage and evolve optimal processes, reports and metrics to create transparency and influence pro-active decision making
  • Create executive presentations, reports and dashboards capturing quarterly success, trends and gaps
  • Project management to support key initiatives associated with ISV revenue recognition, including drafting and maintaining business requirements to consistently optimize and integrate numerous internal systems of record delivering a source of truth for ISV business management and growth
  • Devise self-service partner on-boarding processes that function in lockstep with engineering and security team requirements while increasing an ISV’s time to market
  • Create and deliver external presentations (via Webinars or office hours) guiding ISV partners or prospects through the ISV Partner Program and lifecycle (i.e. relevant milestones to develop and bring a commercial solution to market)
  • Maintain collaboration cadence with Digital Industrial Marketplace product owners to develop marketplace readiness guidelines and tools for ISVs
  • Manage and iterate evolving guidelines for ISV qualification to enable ISV Partner Account Directors to prioritize and target prospects appropriately as the Predix Platform and GE Digital strategies change and evolve
  • With the support of Platform Pricing and Finance teams, co-manage tools and templates that enable ISV Partner Account Directors to appropriately estimate cost-to-deliver, time-to-revenue and general multi-year revenue projections
  • Execute ISV landscape assessments, market and competitive trends to understand and assess potential impact on go-forward strategies on an as needed basis
  • Enable ISV Partner Account Directors to execute successful business assessments and solution strategies including commercial viability, technical fit and roadmap
  • Author and maintain an ISV Business Approval Matrix to manage all exception approval processes (i.e. legal, benefits, etc)
  • Liaison with Platform Pricing team to establish repeatable pricing exercises to ensure ISV’s are arriving at their pricing in a competent way (e.g. competitive analysis, sales projections, platform consumption estimates, etc)
  • Liaison with Ecosystems and Channels Legal counsel and assist with the maintenance of Partner Agreements templates

    Qualifications/Requirements:

    Basic Qualifications:

  • Bachelor’s Degree / with distinction preferred
  • 4 - 6 years’ work experience in sales enablement or strategy, and/or, revenue or support operations in the IT industry

    Eligibility Requirements:

  • Legal authorization to work in the U.S. is required. We will not sponsor individuals for employment visas, now or in the future, for this job
  • Must be willing to travel as needed
  • Must be willing to work out of an office located in San Ramon, CA Preferred; Open to US locations

    Desired Characteristics:

  • The ideal candidate must exhibit a “big picture” outlook and be driven by the fact that they will be an integral part of the fourth industrial revolution, literally contributing to industrial digital transformation worldwide by way of supporting a thriving ISV Ecosystem.
  • Demonstrated participation in process improvement initiatives and/or project management experience
  • Excellent verbal and written communication, including solid Powerpoint and presentation skills
  • Extreme attention to detail
  • Demonstrates diplomatic, proactive and growth oriented business acumen geared towards sustaining valuable and long lasting relationships
  • Economics background is a plus
  • Any legal experience/exposure associated with corporate law, ecommerce and/or SaaS or PaaS law is a major plus
  • Experience with software or service productization preferred
  • Strong experience with Salesforce Sales Cloud and/or Service Cloud, business intelligence applications (e.g. DOMO), order to cash management systems (e.g. Apttus)
    #DTR

    Locations: United States; Alabama, Alaska, American Samoa, Arizona, Arkansas, California, Colorado, Connecticut, Delaware, Florida, Georgia, Hawaii, Idaho, Illinois, Indiana, Iowa, Kansas, Kentucky, Louisiana, Maine, Maryland, Massachusetts, Michigan, Minnesota, Mississippi, Missouri, Montana, Nebraska, Nevada, New Hampshire, New Jersey, New Mexico, New York, North Carolina, North Dakota, Northern Mariana Islands, Ohio, Oklahoma, Oregon, Pennsylvania, Rhode Island, South Carolina, South Dakota, Tennessee, Texas, Utah, Vermont, Virginia, Washington, West Virginia, Wisconsin, Wyoming; San Ramon

    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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