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Lead Business Development Specialist

  • GE Energy Connections
  • Experienced
  • Posted 1/22/2017 8:57:15 AM
  • 2790504
  • Job Function: Sales
  • Business Segment: Energy Connections Grid Solutions
Location(s): South Africa, Kenya; Johannesburg, 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 Smart Grid Business Development team has the mission to promote and develop Alstom Digital Grid & Microgrid activities through the following responsibilities:
Participate to keynote speech into key event and strategic relevant industrial and technology platforms (SmartGrid Africa Platform, CIGRE, CIRED, IEEE)
Adapt solution value proposition documentation to the specific regional context, develop associated Business plan models.

Essential Responsibilities:

  • Update marketing collaterals resulting from our SmartGrid/SmartCity first pilot deliveries. Develop thought leadership towards critical industries and support Grid Solution communication to insure the best visibility
  • Identify target customer/country accounts in coordination with SmartGrid Business Development and develop Smartgrid business case with and for them
  • Identify early SmartGrid deployment projects and early position Digital Grid Solutions on key opportunity targets. Develop adequate partner ecosystem
  • Lead the design of Digital Grid solution end to end solutions in line with GE Reference Digital Architecture Models in response to jointly defined use cases with customers
  • Develop deployment strategy applying Fastworks approach with coordination with SmartGrid Comops team. Support project negotiations through Digital Grid Sales team
  • Overview delivery of critical Digital Grid solution projects and develop associated account development plans
  • Participate to preparation of the Regional Smart Grid communication plan (product launch, events, etc.) in coordination with GE Grid communication


    Periodically perform the following Tasks:
  • Review and confirm Digital Grid Business Model and Value proposition together with Grid Solution & PL Marketing teams, update regional market drivers and estimates and Competitor positioning
  • Develop new business model in coordination with Grid Solution product lines
  • Contribute to the overall direction of Grid Solution key NPIs
  • Must demonstrate strong, efficient and effective leadership in a matrix organization to meet both

    Qualifications/Requirements:

      Organisational Reporting:
    • Business Development Leader for Digital Grids & Microgrids – Subsaharian Africa will report directly to the Global Digital Grid Solution Leader
    • Team : Transverse role only


      Network & Links Internal :
    • PL: regions UMDs and UCDs, SmartGrids Comops & Technologies, other SmartGrids Business Development leaders, PL tendering & marketing leaders
      SmartGrid, Smartcity & Microgrid business communities: Speak, Yammer, LinkedIn, Twitter relevant internal & external forum
    • Commercial Solutions: Regional Sales leaders
    • Grid Solutions: Strategy, Marketing, Engineering teams
    • GE Store : GGO, GE Oil & Gas, GE Renewable, GE Distributed Power


      External:
    • Lead early adopter Customer Accounts (key targets to be finalized together)
    • Strategic Mega Cities in the Region
    • Strategic Partners


      Industrial Organisations:
    • CIGRE, CIRED, IEEE Europe, SmartGrid/SmartCity Africa
    • Responsibilities and Accountabilities
    • Scope = 10-100M€ rolling orders for Digital Grid solution roll out
    • High visibility in critical Smartgrids ecosystem , segment thought leader in the region


      Measurements:
    • Profitable growth in new Digital Grid/Microgrid solution areas
    • Lead innovator status in strategic target accounts
    • Pipeline build up on strategic account for Utilities / Cities – Success rate on that pipeline
    • Keynotes in International Conferences on Smart Grids / Chairmanship of strategic industrial group
    • Market and Business Understanding


      Mandatory Desirable
    • Knowledge of GE X
    • Knowledge of other functional areas within the organisation X
    • Knowledge of the domestic environment X
    • Knowledge of the international environment X
    • Successful commercial experience: 150+m€ orders, direct and indirect (partner, integrator) go to market models (sell to, sell through sell with)
    • Management of CXO relationships within Key accounts
    • Power System Management expertise
    • Software business expertise
    • System integration projects business experience
    • Electrical engineer degree with projects expertise is a plus

        Experience:
      • Requires Bachelor or Master's degree in Electrical Engineering, Product Marketing/Business Development, Computer Engineering, or equivalent work experience
      • Advanced degree in engineering or business preferred
      • Requires 5-10 years implementing, or promoting Software/Grid Automation/Industriaal Com or similar technologies

          Leadership know-how:
        • Convincing & Influencing: Excellent verbal, written, and interpersonal communication skills. Ability to write professional and technical reports and procedures. Ability to make formal and informal presentations to technical and non-technical staff and customers
        • Excellent transversal management skills. Ability to convince, assign and delegate tasks and responsibilities appropriately and effectively manage in a matrix organization
        • Collaboration & Teamwork: Ability to interact and communicate with individuals at all levels of the organization. Fosters a team environment
        • Operational effectiveness / Accountability: Ability to work independently and be self-motivated
        • Ability to work effectively with other management and groups
        • Demonstrates a high degree of personal and professional integrity
        • Ability to work non-standard hours to accommodate business needs
        • Capable of traveling (via car or airline) worldwide
        • Strong PC skills required, including use of standard MS Office applications

          Desired Characteristics:
          Organisational Reporting

          Business Development Leader for Digital Grids & Microgrids – Subsaharian Africa will report directly to the Global Digital Grid Solution Leader

          Team : Transverse role only


          Network & Links

          Internal :
          PL: regions UMDs and UCDs, SmartGrids Comops & Technologies, other SmartGrids Business Development leaders, PL tendering & marketing leaders
          SmartGrid, Smartcity & Microgrid business communities: Speak, Yammer, LinkedIn, Twitter relevant internal & external forum
          Commercial Solutions: Regional Sales leaders
          Grid Solutions: Strategy, Marketing, Engineering teams
          GE Store : GGO, GE Oil & Gas, GE Renewable, GE Distributed Power

          External:
          1. Lead early adopter Customer Accounts (key targets to be finalized together)
          2. Strategic Mega Cities in the Region
          3. Strategic Partners

          Industrial Organisations : CIGRE, CIRED, IEEE Europe, SmartGrid/SmartCity Africa

          Mission
          Responsibilities and Accountabilities
          Scope = 10-100M€ rolling orders for Digital Grid solution roll out
          High visibility in critical Smartgrids ecosystem , segment thought leader in the region

          Measurements
          1. Profitable growth in new Digital Grid/Microgrid solution areas
          2. Lead innovator status in strategic target accounts
          3. Pipeline build up on strategic account for Utilities / Cities – Success rate on that pipeline
          4. Keynotes in International Conferences on Smart Grids / Chairmanship of strategic industrial group


          Market and Business Understanding


          Mandatory Desirable
          Knowledge of GE X
          Knowledge of other functional areas within the organisation X
          Knowledge of the domestic environment X
          Knowledge of the international environment X


          Candidate Requirements
          Educational Requirements

          Successful commercial experience: 150+m€ orders, direct and indirect (partner, integrator) go to market models (sell to, sell through sell with)
          Management of CXO relationships within Key accounts
          Power System Management expertise
          Software business expertise
          System integration projects business experience
          Electrical engineer degree with projects expertise is a plus


          Experience

          Requires Bachelor or Master's degree in Electrical Engineering, Product Marketing/Business Development, Computer Engineering, or equivalent work experience. Advanced degree in engineering or business preferred.
          Requires 5-10 years implementing, or promoting Software/Grid Automation/Industriaal Com or similar technologies.


          Profile
          Leadership know-how:
          Convincing & Influencing: Excellent verbal, written, and interpersonal communication skills. Ability to write professional and technical reports and procedures. Ability to make formal and informal presentations to technical and non-technical staff and customers.
          Excellent transversal management skills. Ability to convince, assign and delegate tasks and responsibilities appropriately and effectively manage in a matrix organization.
          Collaboration & Teamwork: Ability to interact and communicate with individuals at all levels of the organization. Fosters a team environment.
          Operational effectiveness / Accountability: Ability to work independently and be self-motivated.
          Ability to work effectively with other management and groups.
          Demonstrates a high degree of personal and professional integrity.
          Ability to work non-standard hours to accommodate business needs
          Capable of traveling (via car or airline) worldwide.
          Strong PC skills required, including use of standard MS Office applications.

          Locations: South Africa, Kenya; Johannesburg, Nairobi
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