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Partner Account Director (Accenture)

  • GE Digital
  • Experienced
  • Posted 1/24/2017 4:09:18 PM
  • 2830471
  • Job Function: Sales
  • Business Segment: Digital Channels & Global Alliances
Location(s): United States ; Alabama, 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, Puerto Rico, Rhode Island, South Carolina, South Dakota, Tennessee, Texas, Utah, Vermont, Virginia, Washington, West Virginia, Wisconsin, Wyoming, Arizona, Arkansas, California, Colorado, Connecticut, Delaware, District of Columbia, Florida, Georgia, American Samoa, Guam, Northern Mariana Islands, United States Minor Outlying Islands, Virgin Islands, U.S.; San Ramon


About Us:

At GE Digital, we are creating technology and solutions to enable social, mobile, analytical and cloud capabilities for the Industrial Internet. The Industrial Internet is an open, global network that connects people, data and machines. It’s about making infrastructure more intelligent and advancing the industries critical to the world we live in. At GE, we believe it’s about the future of industry—energy, healthcare, transportation, manufacturing. It’s about making the world work better.
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 Partner Account Director (Accenture) will develop and manage 2-3 Strategic SI partner alliance relationships. This role is part of a team charged with nurturing the development of a world-class ecosystem of Systems Integrator strategic alliances. The objectives of each alliance are to drive mutual business growth, deliver unparalleled customer success and position GE at the heart of the new Industrial Internet.

Essential Responsibilities:

  • Work with each assigned SI Partner to build a business plan that fuels the development of a world-class GE Digital & Predix practice – including both sales and delivery capability.
  • Develop, negotiate, agree and publish specific operational targets for each SI Partner – including influenced GE/Predix order volume (sales bookings), related SI services bookings and build-out of the supporting SI sales / development capacity (i.e. GE Digital trained and certified personnel)
  • Oversee negotiation and closure of all necessary legal materials related to the SI Partner, including alliance agreements, extensions or solution-related addenda.
  • Confirm go to market priorities for each SI Partner alliance that align with and support business strategies of GE Digital (i.e. target horizontals, verticals, geographies)
  • Actively promote GE Digital within the SI Partner, seeking out options to ensure GE Digital and Predix are “top of mind” with an ever-increasing number of influential industry and business/sales leaders.
  • Execute plans to increase awareness of SI Partner alliance within GE, promoting joint market leadership and benefits of partnering in a manner that increase demand from GE Digital and GE BU Sales Teams.
  • Team with Partner Marketing to develop and execute plans that build joint Marketplace awareness
  • Publish regular SI Partner alliance scorecard describing go to market status, joint pipeline, orders/sales & number of trained/certified personnel.
  • Track & manage issues related to SI Partner alliance. Ensure adherence to GE Digital SI programs & activities.
  • Negotiate and close large-scale deals that benefit GE Digital partners and our mutual customers.
  • Develop internal and external marketing materials including “win stories” (internal - joint go to market focus) and “customer stories” (implementation successes).

    Qualifications/Requirements:

    Basic Qualifications:

  • Bachelor’s Degree
  • At least 5+ years of work experience building & leading world-class, international, revenue generating partner business models
  • Proven expertise in developing top tier SI alliances and establishing mutually beneficial business relationships.
  • Track record in creating major strategic deals with multiple partners from “first call” to “signed contract”.
  • Consistent track record of exceeding quotas and aggressive partner development goals and objectives.
  • Experience within a Cloud computing environment.
  • Strategic thinker who is also detail oriented on deal points and contracts.

    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 willing to travel 40%
  • Must be willing to work out of an office located in San Ramon, CA; open to other locations

    Desired Characteristics:

    Coupled with one’s experience are the personal qualities, which determine an individual’s ability to lead and be credible with internal and external audiences. Such qualities include:

  • Values personal integrity, professional standards and personal relationships.
  • Entrepreneurial leader with a driving desire to win big in the market.
  • Outstanding leadership and people management skills with the ability to successfully motivate and challenge a team of talented and creative people at all levels of the organization.
  • Straightforward, no-nonsense style—comfortable in one’s own skin.
  • Decisive but a good listener and not an autocrat.
  • Strategic thinker who can create and develop the long term vision and is also a strong personal contributor with a desire to “roll­up their sleeves” and make it happen.
  • Exceptional interpersonal and communication skills with proven track record of quickly building credibility both internally and externally.
  • Self-aware leader and one who “seeks the truth” in all situations.
  • High energy, participatory style.

    #DTR

    Locations: United States ; Alabama, 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, Puerto Rico, Rhode Island, South Carolina, South Dakota, Tennessee, Texas, Utah, Vermont, Virginia, Washington, West Virginia, Wisconsin, Wyoming, Arizona, Arkansas, California, Colorado, Connecticut, Delaware, District of Columbia, Florida, Georgia, American Samoa, Guam, Northern Mariana Islands, United States Minor Outlying Islands, Virgin Islands, U.S.; San Ramon

    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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