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Commercial Operations Manager - Software

  • GE Digital
  • Experienced
  • Posted 7/26/2017 5:32:56 PM
  • 2933162
  • Job Function: Sales
  • Business Segment: Digital Commercial Professional Services & Support
Location(s): Kenya; Nairobi


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.

Role Summary:
The Commercial Operations Manager is responsible to create outcome based proposals, manage the deal desk process for selected opportunities/accounts including all aspects of contract management & proposal development, oversee pricing to drive rigor on profitable offers, coach sales teams to ensure forecasting accuracy and opportunity pipeline development, and support sales and customers on select regional strategic deals.

Essential Responsibilities:
Commercial Proposals for Strategic opportunities
  • Get involved at Sales Stage 3 (Discovery) along with Solution Architect to start proposal qualification for selected Strategic deals
  • Deal Management; drives the deal/leads discussions
  • Deal Pricing Expertise
  • Adherence to Technical Fit of Solution
  • Proposal writing
  • Contract Drafting and T&C’s discussion
  • DOA Adherence
    • Order Review/Approval Submission
  • RFI/RFQ Management
Commercial Proposal Tools and Processes Build
  • Pricing execution using appropriate tools
  • Liaison between Sales Managers/Solution Architect/Product Managers & Services team to identify common architectures & estimation concepts
  • Drive process efficiency to maximize chances to win
Customer Engagement
  • Building direct customer relations with key stake holders
  • Assist with contract drafting and T&C’s negotiation
  • Direct Customer Negotiations (Face to face) (Functional/Commercial/Negotiation)
  • Legal Liaison


Qualifications/Requirements:
  • BS/BA degree in Business, Marketing, Computer Science, Engineering or other technical field.
  • 5+ years’ experience in marketing, business/sales operations/analytics, or other strategic commercial role.
  • Must be willing to travel 50 %
  • Any offer of employment is conditioned upon the successful completion of a background investigation and drug screen
  • Must have valid authorization to work full-time without any restriction in the role’s location


Desired Characteristics:
  • Strong Sales background
  • Proven ability to be both strategic and tactical.
  • Demonstrated leadership in facilitating collaboration/coordination in cross functional teams
  • Ability to influence & build relationships at all levels of an organization and at customer side
  • Spend time in the field with customers in cooperation with Sales
  • Excellent Communication skills – strong verbal & written
  • Ability to multi-task & manage changing priorities
  • Strong integrity & demonstrated ability to identify opportunities for strengthening overall commercial compliancy & reduce risk in commercial proposal processes.
  • Solution Architecture Experience.
  • Experience with CRMs (SFDC, Siebel, etc.)
  • Strong Microsoft Office skills (Word, Excel,
    PowerPoint) and MS Project
  • Product, Solution, & Industry Knowledge –
    Strong technical & working/commercial knowledge
  • Strong commercial skills & experience
    working directly with customers
  • Strong negotiation skills & ability to
    balance competing priorities among parties


  • Demonstrated success with
    customer negotiations


Locations: Kenya; Nairobi
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