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Sr Account Manager – Digital Sales Direct

  • GE Power
  • Experienced
  • Posted 1/23/2017 5:26:17 PM
  • 2821706
  • Job Function: Sales
  • Business Segment: Power Digital
Location(s): United States ; Alaska, Hawaii, Idaho, Illinois, Indiana, Iowa, Kansas, Kentucky, Louisiana, Maine, Maryland, Massachusetts, Michigan, Minnesota, Mississippi, Missouri, Montana, Nebraska, Nevada, New Hampshire, New Jersey, New Mexico, New York, North Carolina, North Dakota, Ohio, Oklahoma, Oregon, Pennsylvania, Rhode Island, South Carolina, South Dakota, Tennessee, Texas, Utah, Vermont, Virginia, Washington, West Virginia, Wisconsin, Wyoming, Arizona, Arkansas, California, Colorado, Connecticut, Delaware, Florida, Georgia; work from any location or remotely


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:

The Sr Account Manager is responsible for identifying new sales opportunities within existing accounts, managing and solving conflicts with clients and meeting time deadlines for customer accounts among to other responsibilities. They will work closely with the other staff members in all GE businesses to facilitate and support growth in service, software, and outcome-driven revenue generation.

Essential Responsibilities:

In this role, you will:

  • Develop a solution selling framework for GE Digital — tailor deal lifecycle, enablement deliverables, required resources, technology support, maturity model, sales methodology etc.
  • Add value to the customer’s business and maintain a goal oriented approach to the business partnership
  • Inform customers of how they benefit by partnering with GE and how our solutions deliver results
  • Gather information from resources internal and external to our customers to create a clear picture of their needs, their place in the market, and of what GE can provide to achieve their objectives
  • Analyzes sales pipeline and maintains an array of opportunities to ensure that sales goals are achieved
  • Successfully represent GE (internally and externally) at both a strategic and tactical levels including but not limited to sharing the GE strategy regarding the Industrial Internet, as well as participating in and/or leading a customer sales calls
  • Formulates the winning proposals based on a cohesive strategy that leverages deep knowledge of industry, customer and GE product
  • Build strong enterprise (C-suite) relationships.
  • Assimilate customer’s KPIs with sophisticated solutions outcomes.
  • Coordinate and be accountable for ensuring Outcome as a Service (Oaas) processes and procedures are followed.

    Qualifications/Requirements:

    Basic Requirements

  • Bachelor’s Degree in business, marketing or related discipline
  • 5-10 years of software industry experience with proven track record

    Eligibility Requirements:

  • 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 able to travel 50% -/+ of the time
  • Must be willing to work out of an office located in United States.

    Desired Characteristics:

  • Works with individuals across the GE businesses on how to use Big Data to collect and analyze market information as well as how to present analysis and recommendations to drive strategic commercial decisions.
  • Proactive in seeking out new digital platforms to drive deeper connections with customers – such as heat mapping existing relationships on LinkedIn to identify new sales opportunities, active in industry groups/blogs to gain exposure to target audiences and viewed as a domain expert.
  • Develops acceptable strategies to mitigate risks triggered in RFP's and/or customers' T&Cs while meeting GE business objectives.
  • Creates and delivers solution outlines and migration paths that show the evolution of a system from a baseline state to a target or future state
  • Determines account potential by utilizing data modeling.
  • Leads the implementation of economic value selling throughout customer organization.
  • Thoroughly analyzes data to identify trends and issues that translate into a plan for the customer with some connection to seemingly independent problems.
  • Develops acceptable mitigation strategies that consider T&Cs of customers, competition and partners and key differentiators while also meeting business objectives.
  • Is an expert on the Electricity Value Network.
  • Possesses deep domain expertise in electric utilities.
  • Has experience as a senior sales leader.
  • Strong interpersonal skills.

    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.
  • Trains others to effectively use digital environments to collect market knowledge; Coaches people on how to listen, participate, and leverage influence in digital settings; Establishes a large following and expansive digital network of contacts
  • Establishes trust and empathy as an advisor to the client; Works collaboratively in pursuit of discovery to define a desired business outcome while also uncovering unknown business outcomes the client has not previously considered; Ensures that a plan is laid out to accomplish all outcomes.
  • 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.
  • Able to take products, services, solutions knowledge and connect them to customers’ objectives to develop differentiated opportunities for GE.

    #DTR

    Locations: United States ; Alaska, Hawaii, Idaho, Illinois, Indiana, Iowa, Kansas, Kentucky, Louisiana, Maine, Maryland, Massachusetts, Michigan, Minnesota, Mississippi, Missouri, Montana, Nebraska, Nevada, New Hampshire, New Jersey, New Mexico, New York, North Carolina, North Dakota, Ohio, Oklahoma, Oregon, Pennsylvania, Rhode Island, South Carolina, South Dakota, Tennessee, Texas, Utah, Vermont, Virginia, Washington, West Virginia, Wisconsin, Wyoming, Arizona, Arkansas, California, Colorado, Connecticut, Delaware, Florida, Georgia; work from any location or remotely

    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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