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Digital Inside Specialty Sales – Renewals

  • GE Digital
  • Experienced
  • Posted 1/23/2017 11:47:53 AM
  • 2812689
  • Job Function: Sales
  • Business Segment: Digital Commercial Professional Services & Support
Location(s): United States ; Illinois; Chicago

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:
GE Digital Renewal Specialists are part of a team of creative, hard-working and resourceful sellers looking to fuel new growth for GE in the digital industrial space. In this role, you will sell GE Digital’s maintenance services via telephone and digital means to customers in assigned territory, industry or accounts.

Essential Responsibilities:
  • Responsible for generating certain percentage of their own pipeline through effective prospecting at target contacts in assigned accounts/territory
  • Accept, progress and close opportunities passed to you from other parts of the GE Digital sales ecosystem (inside sales lead management, Field Account Managers)
  • Achieve or exceed quarterly and annual sales goals for closed/won business by creating value to customers for our solution footprint. Master account strategies and planning to consistently deliver on your assigned targets
  • Executive level discussions from VP to CXO and solution selling. Expertly articulate the value of GE Digital solutions and overcome objections
  • Work closely with product sales team to ensure the right maintenance offerings are attached to the software purchase in order to drive higher customer adoption, satisfaction, experience, and retention
  • Develop Subject Matter Expertise in your assigned industry/vertical/offering stack (be the person others seek out for your in depth solution knowledge and sales know-how) and maintain in-depth knowledge of competitors and industry trends
  • Support sales through calls, web based presentations, and other digital selling techniques to manage product positioning and strategies. Be comfortable selling through video conferencing and video calls
  • Opportunity Tracking – Monitor opportunities through the GE Digital sales process and ensure SFDC records always properly updated. Be responsible for accurately forecasting opportunities and participate in account reviews with GE Digital sales management
  • Ensuring a professional sales experience for customers during all aspects of sales process and touch points including: formal meetings agendas, formal follow-up and issue resolution in a timely fashion
  • Evangelize GE Digital’s maintenance offerings by leveraging your mastery of digital/social selling techniques


    Basic Qualifications:

  • College Degree or equivalent
  • Has three years+ of proven sales closing experience in a B2B tech environment selling maintenance offerings and maintenance renewals; experience selling in manufacturing or industrial sectors preferred. Proven ability to manage complex sales cycle with a track record of successful revenue attainment

    Eligibility Requirements:

  • Minimal business travel or work outside the office required (but there will be some, as customer/business needs dictate)
  • GE Leadership Program Graduates will get credit towards relevant work experience, commensurate to the program they have completed
  • 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
  • Any offer of employment is conditioned upon the successful completion of a background investigation and drug screen
  • Must be willing to work out of an office located in Chicago, IL and travel 10%

    Desired Characteristics:

    Desired Characteristics

  • Has a positive self-starter attitude and desire to exceed expectations at every opportunity
  • Possess strong business acumen and personal networking skills
  • Has deep CRM experience, preferably Salesforce (SFDC)
  • Is excellent with written/verbal communications/negotiating and closing skills
  • Has strong problem solving skills and high degree of creativity/resourcefulness
  • Is highly motivated, driven and is a self-starting individual with a positive attitude
  • Thrives in a face paced environment with excellent time management and organizational skills and the ability to prioritize
  • Has a four-year college degree. Computer Science, business or technical degree, or equivalent experience

    Technical Expertise:

  • Proactively makes or recommends decisions based on market intelligence and business knowledge that inform commercial growth strategies; Proposes alternative business strategies as appropriate; Applies data visualization to support findings and develop recommendations supported by relevant data.
  • Independently creates an effective digital engagement strategy that collects market knowledge and engages others; Develops processes to measure effectiveness of efforts in terms of using market knowledge to predict buying decisions and trends.
  • Persists to identify and prioritize client needs; Asks relevant questions to defining the business outcome; Consistently arrives prepared and well versed, in order to optimize clients’ time when aligning to desired business outcomes; Demonstrates the ability to establish provocative hypotheses to ensure a deeper understanding.
  • Proactively identifies pipeline risks and develops mitigation plans; Proactively shares 'best practices' to improve pipeline efficiency; Helps to develop sales team relationships with key contacts; Communicates pipeline issues to sales team; Identifies key issues with sales forecasts and focuses resources/ assistance where appropriate.
  • Has working knowledge of GE portfolio and is able to leverage that to understand customer's needs and find integrated solutions to meet those needs

    Business Acumen:

  • Analyzes and calculates with the customer/ economic decision maker GE's ability to provide economic value to the customer's process and financial story; Develops plans and identifies metrics to measure GE impact to customer's bottom line, clearly articulating the GE value proposition.
  • Able to work independently to develop and implement a strategy that identifies ongoing customer needs; Identifies and prioritizes account growth opportunities and proactively presents new, value based solutions to client; Focuses on continuously providing value to client.
  • Communicates the fundamentals of the customers’ business; Relates specific trends or references to supplement the information provided by the customer; Develops a strategy map to show understanding of the customer’s outcomes as mapped to GE solutions, Identifies organizational structure.
  • Exhibits thorough understanding of customer enterprise – as well as interdependencies between departments; Demonstrates ability to interact with influencers, stakeholders, and decision makers as part of a larger customer account plan. Finds ways to access and engage senior customer leadership.
  • Anticipates potential risks and obstacles and resolves proactively in order to ensure smooth project delivery; Maintains high levels of customer satisfaction across all projects; Addresses customer concerns quickly and effectively.
  • Able to differentiate product price for each market/customer group; Able to define GE’s unique value proposition to position the brand


    Locations: United States ; Illinois; Chicago

    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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