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Channel Sales Manager – DACH (m/w)

  • GE Oil & Gas
  • Experienced
  • Posted 5/8/2017 3:28:54 PM
  • 2818591
  • Job Function: Sales
  • Business Segment: Oil & Gas Regions
Location(s): Germany


About Us:
GE is a modern technology-, service- and finance group taking on the toughest global challenges.
GE has been in Germany for 130 years and is currently represented at more than 70 locations with around 7,500+
employees. Germany is also a research and manufacturing location for GE: in one of six worldwide research centers in
Garching near Munich, GE employees work on innovations for all business segments. The business units Energy,
Healthcare, Technology Enterprises and Capital offer German customers and partners a worldwide unique, broad
product portfolio.

Role Summary:
The successful candidate will report into the GE Oil & Gas Channel Sales Leader for Europe and will be a member of Channel Sales structure for the region. The Channel Sales Manager will play a fundamental role in achieving our channel revenue growth objectives. The successful candidate will play a strategic role in leading and deploying a successful Channel structure in their allocated region and bring thought leadership in Channel strategy to the regional and global teams.

Essential Responsibilities:
• Provide thought leadership and take responsibility for strategic planning for all regional channel activities
• Strategic advisor to Channel Partners, enhance and develop existing Channel Partner by driving business planning, demand generation, training, sales campaigns and results
• Support Channel partners on new sales opportunities through outbound meetings, calls and communications
• Understand partner needs and requirements
• Support partners in closing sales and achieve quarterly and yearly quotas
• Identify and track leads and opportunities on a weekly basis through your partners
• Drive business rhythm - quarterly business reviews, forecasting, etc.
• Secure Orders Forecast from Channel Partners and compile forecast data for internal GE reporting
• Team with channel partners to build pipeline and close deals
• Discuss, agree and drive pipeline growth actions with Channel partners, monitor and encourage change as required to ensure continual focus on growing business
• Support partners on the ability to perform effective demos to prospects
• Drive business rigor planning and process best practice in line with strategic goals, objectives and targets
• Support internal function, Finance, Operations, Marketing, etc. by being the first point of contact for Channels
• Demonstrate cross-functional leadership & collaboration with GE’s direct sellers, sharing information and ensuring coordination of activities in joint sales pursuits

Qualifications/Requirements:
• BA/BS degree or equivalent
• Proven sales experience, with demonstrated expertise in channel management and track record of over-achieving quota through partners
• Experience working with Salesforce.com or similar CRM
• Ability to work well in a matrix organization
• Excellent verbal and written communication skills in English and regional local language
• Strong listening and presentation skills
• Ability to multi-task, prioritize, and manage time effectively
• Able and willing to travel up to 50% within their allocated territory and occasional region team meetings
• Able to build trust and rapport quickly and develop influential relationships at all levels within an organization
• Able to lead and motivate others
• Strong business acumen and channel management expertise
• Highly structured / organized
• Competitive drive and determination to win
• Customer focused with strong interpersonal skills

Locations: Germany
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