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Partner Alliances Manager – Japan

  • GE Digital
  • Experienced
  • Posted 10/27/2017 11:20:31 AM
  • 3004316
  • Job Function: Sales
  • Business Segment: Digital Services
Location(s): Japan; Minato

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.

Imagine Flawless Field Service. Imagine eliminating inefficiencies, driving growth, and solving customer issues sometimes before they even know they have a problem. We are the ONLY complete end-to-end suite of field service applications delivered in the cloud, driving transformation across all field service functions. At ServiceMax our mission is to help OUR customers deliver the best field service possible to THEIR customers. And that mission starts with our employees. Our commitment to creating a FLAWLESS experience for our customers is driven by our commitment to our employees and our core values:

• Finish strong, never give up, play to win.
• Learn from our mistakes, innovate, take risks.
• Always raise the bar, every quarter… no complacency.
• We are our partners' best partner.
• Love for our customer; above all else, turn every customer into a raving fan.
• Excellent people. We only hire them if we love them.
• Support each other; collaborate with respect.
• Soul! We will always be a great place for our employees to work and build their careers.

Role Summary:
ServiceMax, a GE Digital Company, are looking for a dynamic and successful professional to join our Alliances and Channels team. This person will develop, launch and support sales-driven initiatives to accelerate and scale the growth of our business with partners in Japan with existing partners and potentially new regional strategic relationships.

Essential Responsibilities:
This role will be responsible for driving business development, sales and marketing initiatives with Regional SI partners, regional resellers, implementors and global partners. This role will report to the Vice President, Global Alliances. This person will “own” the partners focused on the region and provide local point of contact to the Global SI’s with dotted line to the Alliance Director for the Global SI.

This is a key and strategic role that requires a balance of strategy with a strong roll-up your sleeves and 'get it done' mentality. Success requires the development and execution of initiatives to drive and accelerates the growth of co-sell revenue with partners. The role is key to ServiceMax success in the Japanese market, owning regional relationships, business development, and the interface to the Sales organization.

• Manage to make an impact within the first 90 days, including net contribution to ServiceMax Qualified Pipeline
• Maintain good visibility in to regional partners to quickly align ServiceMax / GED sales with the appropriate partner for influence and success
• Excellent understanding of growing and sustaining businesses in a highly competitive and changing marketplace
• Develop and execute a game plan with SI and ISV partners to accelerate growth, build pipeline and secure net new revenue
• Get involved in sales cycle of key opportunities where partners can add value and increase our likelihood of success in our target accounts.
• Advise regional partners on developing their sales, marketing, and pre-sales capabilities in line with ServiceMax’s GTM strategy.
• Work with Sales to build and execute sales campaigns along with our marketing, product, and industry teams
• Ability to liaise with and motivate individuals at all levels of the partner relationship
• Politically astute, good understanding of business, and able to ascertain key decision makers
• Excellent written, verbal and communication skills
• Results driven attitude in a fast-paced environment coupled with a commitment to quality
• Excellent planning and time management skills.
• Proven ability at effectively making formal and informal presentations to all levels of management
• Initiate and conduct sales readiness training events
• Drive bi-directional opportunity pipeline and support as necessary to closure
• Effectively influence and collaborate with cross-functional, internal, and external stakeholders to execute agreed-to business plans while ensuring maximum engagement and productivity.
• Build, coordinate and present on-going educational sessions around ServiceMax messaging, solutions, services, and benefits to partner organizations at the field and management levels.
• Develop and share sales, marketing, and delivery tools \\ processes to enable partner field teams.
• Drive new and incremental business through marketing, joint account planning, and relationship building efforts.
• Find, track, communicate and enable partner field sales teams fostering enterprise working relationships.
• Create and drive consistent, field and management level communications activities.
• Establish and provide quarterly metrics to management teams focused on relationship growth, pipeline impact, and satisfaction.
• Provide consistent partner management to ensure that mutual objectives are being met; and, together we are delivering value to our shared customers.

• 15+ years’ experience creating and building partner relationships, selling and/or marketing
• 10+ years’ experience working in a technology focused company, preferably a SaaS company or a company focused on partnering into SaaS/cloud computing
• Sound business acumen skills; thrive in a fast-paced, dynamic work environment
• Sales background and experience is a great advantage
• Strategic thinker able to blend consulting and strategy to develop compelling plans for new partner initiatives.
• Good knowledge of ServiceMax technology and applications products/solutions, platform, and SaaS
• Must be comfortable with complexity, and thinking on multiple levels of abstraction; demonstrates use of critical thinking techniques.
• Capable of building and maintaining strong relationships with a diverse set of internal and partner constituencies including alliance, sales, marketing, operations, finance, legal, field personnel and senior level executives
• Ability to work-in and influence a globally distributed team, liaising with internal and partner teams
• Ability to negotiate skillfully in tough situations; can gain concessions without damaging the relationship; have a "win­win" philosophy
• Excellent spoken and written communication, interpersonal, relationship building skills in Japanese and English
• Ability to work both independently and with a team
• Experience with creating and building differentiated relationships with partners in the SI community.
• Demonstrated ability to drive significant revenue through SI partnerships.
• Comfortable working with multiple internal teams, from individual contributors to senior executives, as well as building/maintaining relationships with clients, partners, etc.
• Record of accomplishment of exceeding sales quota
• Highly motivated and independent contributor
• Bachelor’s Degree in Business, Technology or related subject
• Willingness to occasional international travel.

Desired Characteristics:
The ideal candidate is a highly-motivated team player with expertise working in a fast paced and cross-functional global organization. This person has the ability to establish senior level relationships, think blue-ocean strategy and bring our level of engagement with both Sales and Partners at an all-new level. They have a proven track record of delivering results and getting things done. This person is known for contributing to the success of our business by working closely with sales and partners on key opportunities.

We are looking for a smart individual with strong business acumen, with the ability to make a notable impact within the first 90 days. This professional is able to effectively communicate and build relationships with SI and ISV partners with one goal in mind: drive joint pipeline and revenue. You have a very good understanding of a sales cycle and with the partners you can make an impact across the entire sequence, from opportunity sourcing to closing.

Key to the position is effective collaboration with multiple cross-functional stakeholders, including Commercial Sales leadership, account executives, alliances, marketing, industry, product, operations and partners. The ideal person can develop and maintain a deep understanding of ServiceMax technology, the field service domain, target industry verticals and articulates ServiceMax value proposition to new and growing partners. This individual will be accountable for meeting and exceeding our performance targets with SI and ISV partners in Japan.

Locations: Japan; Minato

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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