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Senior Sales Solution Architecture

  • GE Digital
  • Experienced
  • Posted 7/26/2017 4:55:24 PM
  • 2937288
  • Job Function: Sales
  • Business Segment: Digital Commercial Professional Services & Support
Location(s): Australia, Singapore; Sydney, Singapore

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 {NYSE: GE} works on things that matter. The best people and the best technologies taking on the toughest challenges. GE operates in over 160 countries and employs more than 300,000 people worldwide, finding solutions in energy, health and home, transportation and finance to build, power, move and cure the world. Not just imagining. Doing.

Business Overview:

At GE Digital, we are creating technology and solutions to enable social, mobile, analytical and cloud capabilities for the Industrial Internet. The Industrial Internet is an open, global network that connects people, data and machines. It’s about making infrastructure more intelligent and advancing the industries critical to the world we live in. At GE, we believe it’s about the future of industry—energy, healthcare, transportation, manufacturing. It’s about making the world work better.

Role Summary:
In this strategic technical pre-sales position, the Sr Sales Solution Architect will establish a trusted advisor relationship with both external customers & internal technical teams. The role collaborates with internal corporate development teams, pre-sales technical teams & commercial sales teams to help drive sales of our platform and suite of Predictivity.

Essential Responsibilities:
This role will be a strong voice for our customers, bringing technical and business requirements back to our development teams helping ensure our solutions continue to meet our customer’s needs. You will mentor, train and lead technical pre-sales teammates located in the business unit you support.

In this role, you will:

• Establish a deep understanding of our customers’ business and technical needs
• Create a “trusted technical advisor” relationship with our customer’s technologists and internal technical teammates
• Develop solution architecture framework to support solution selling on an enterprise level. Help to provide vision, define system and application architecture, problem anticipation and problem solving ability across the landscape
• Lead change across large platforms / functional areas using technology solutions
• Provide deep sw / hw technical architecture expertise to ensure proper solution design
• Interface with all Pre-Sales Solutions Architects globally (and build a community) to train, mentor, guide through new solution architecture framework
• Provide SWAT coverage for key customer facing events, particularly C level discussions
• Interface with COE CTOs to ensure alignment to sales process and priorities
• Evangelize GE technology platform in appropriate sales forums to drive demand and continued interest
• Build link to provocative selling model to ensure architecture views are properly integrated
• Develop evolution path and migration plans for key GE customers from their current state to the target GE Digital Strategy by deploying Predictivity Solutions in concert with other GE Products & Services
• Shape, drive and be held accountable for delivering significant strategic initiatives across broad scope/platform(s) in liaison with key stakeholders

Other requirements:
• Any offer of employment is conditioned upon the successful completion of a background investigation and drug screen
• Must be willing to travel at least 50% of the time.
• Must be willing to work out of an office located in either Sydney or Singapore

• Bachelor’s Degree in business, science, engineering, technology or related discipline
• Masters’ degree, MBA or other advanced degree preferred
• Minimum 8+ years’ work experience in Software pre-sales

Desired Characteristics:
Desired Characteristics:
• Manages and possesses working industry knowledge and skillset (of self or others) in assigned vertical
• Significant expertise in developing and selling SW/HW solutions. Including creating and executing propositions and a track record of success
• Deep understanding of the technology stack to include OS, DB, middleware, application layer, virtualization and cloud technologies
• Strong interpersonal skills, including creativity and curiosity with ability to effectively communicate and influence solution direction to both technical and non-technical audiences alike across all organizational levels
• Technical acumen to interface with technologists, understand complex concepts and translate in a way that businesses or industry can understand
• Demonstrated problem solving and creative skills, ability to exercise sound judgment and make decisions based on market and customer trends – go beyond the status quo
• Ability to deal with ambiguity, strategic agility, manage diversity and drive for results

Technical Expertise
• Consults customer on alignment of outcomes and desired technical solutions at an enterprise level; Analyzes, designs, and develops a software solution roadmap and implementation plan based upon a current vs. future state of the business.
• Possesses working knowledge of configuration choices and related cost implications; Experience with multi-P&L solution configurations.
• Knowledgeable of full range of solution catalog within a business unit and able to discuss overall solution at depth.
• Experience sustaining operational stability through various life cycle phases (planning, implementation, steady state, de-commissioning); Ability to provision and budget via capital and operating.
• Applies and guides cross projects architecture fundamentals using different architectures composing the holistic Enterprise Architecture; Drives and Manages consolidated architectures, improves architecture processes and methods across multiple projects/products; Creates, Executes and Leads adoption plan that align to business requirements and roadmap.
• Able to lead early stage customer interactions; Guide customers as they develop confidence and comfort with "Axis" approaches, and integrate with their legacy tech investments.
• Understands the strengths and weaknesses of the competitive offerings and can discuss architecturally.
• Trains others on how to design and create the winning proposals that result in successful deal closure; An expert in compiling the correct information in the fastest and most cost effective manner that would include the formatted content and structure of winning proposals.

Business Acumen:
• Masters the ability to move the sales cycle from discovery to solution selection and validation to achieve deal closure; Is adept at navigating the organizational matrix; understanding people's roles, can foresee obstacles, identify workarounds, leverage resources and rally teammates.
• 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
• Adjusts information (e.g. level of complexity) and story to align with audience. Clearly articulates the value of what is most important to the customer and how GE solutions and/or services can meet the customer’s outcomes; Produces functional area information in sufficient detail for cross-functional teams to utilize, using presentation and storytelling concepts.
• Demonstrates expertise with cross-business unit solutions (GE Store); Able to present an overview on all business unit solution areas.

Locations: Australia, Singapore; Sydney, Singapore
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