Senior Digital Sales Manager - Power and Energy Resources Software

with leaders to drive the creation and development of an overall sales readiness vision for the territory

Job Description

Roles and Responsibilities

• Establish a deep understanding of the territory and customers' business needs by creating value to customers for our Software Digital Solutions footprint. Prospect and drive business prospects and / or retain and penetrate existing customers in order to drive growth.

• Responsible for earning customer trust through value driven engagements and solid execution - establish win/win partnerships and deepen relationships.

• Develop and execute an Account Playbook that formalizes the "go high / go low" strategy for the Enterprise account. Where applicable, develop a joint Governance process with executive sponsorship that aligns along the following pillars - Commercial, Product/Technology, Implementation and Support.

• Develop a world-class account management strategy. Develop a value selling framework for GE Digital business in Power Generation , O&G, Metals & Mining, Chemicals and Petrochemicals - tailor deal lifecycle, deliverables, required resources, technology support, maturity model, sales methodology etc., all focused on meeting the Customer and shareholder goals

• Develop and drive the strategic growth vision and targets, including participating in essential operating rhythm processes with sales leadership, product management, engineering and services.

• Implement the execution framework on identified opportunities, which includes the orders forecasting to deal closure.

• Establish, cultivate and maintain customer relations at appropriate decision-maker levels. Drive the development of sales opportunities and coordinate with the business lines sales support groups.

• Drive Commercial process improvements and leverage tools for growth (SFDC, etc). Analyzes sales pipeline and maintains an array of opportunities to ensure that sales goals are achieved

• Proactively grows and maintains a multi-year account plan that will be shared globally with parts of our business including Marketing, Product Management, Sales, Professional Services, and the Development teams to ensure coordination across the business.

• Ensuring a Professional Sales Experience for customers during all aspects of sales process and touch points including: Formal meeting agendas, formal follow-up stating sequence of events and next steps in writing, and issue resolution in a timely fashion.

• Formulates the winning proposals based on a cohesive strategy that leverages deep knowledge of the Power Generation, O&G, Metals & Mining, Chemicals and Petrochemicals industries, customer and GE product.

• Has and maintains a working knowledge of market landscape and the factors that differentiate them in the market.

• Expectation of a willingness to travel to customer locations and GE offices at a minimum of 75% of the time to fulfil duties.

Required Qualifications

• Bachelor's Degree in business, science, engineering, technology or related discipline.

• 10+ years' experience in enterprise software sales, management consulting, or strategic planning

• Sales and Industry experience in Power Generation, Oil & Gas, Metals & Mining, Chemicals, and Petrochemicals or any one of them will be an added plus.

• Proven track record of value selling and handling critical thinking.

• Proven track record of sales success, achievement and enterprise account management.

• Understand the various financial instruments used by customers to conduct business.

• Strong negotiation and sales leadership skills.

• Proactively identifies market trends via assessment of data to enable you in making strategic recommendations.

• Manage account relationships to proactively identify and address client needs and converts competitive installs to GED solutions; Seen by client as strategic partner who brings values and solutions to address clients' business needs.

• Identifies and prioritizes critical resources needed to further the sales effort, negotiating with all client and internal stakeholders

• Excellent communication is essential to the success of this role.

• Asset Performance Management domain knowledge and expertise a plus

Desired Characteristics

• Manages and possesses working Power Generation, O&G industry knowledge and skillset.

• Mining and Metals industry experience will be a BIG plus.

• Strong interpersonal skills, including creativity and curiosity with ability to effectively communicate and influence solution direction to both technical and non-technical audiences alike across all organizational levels

• Prior experience selling contracts / products with technical content of substantial value is a plus.

• Value Solution Selling methodology training

• Fast learner willing to learn the complete GE Digital portfolio and offerings

Additional Information

Relocation Assistance Provided: No

#LI-Remote - This is a remote position