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Sr Staff Account Manager - Digital Sales Direct

Sr Staff Account Manager - Digital Sales Direct
GE Digital
Experienced
Posted 10/24/2018 5:57:03 PM
3195307
Job Function: Sales
Business Segment: Digital Services
Location(s): United States; Alabama, Alaska, American Samoa, Arizona, Arkansas, California, Colorado, Connecticut, Delaware, District of Columbia, Florida, Georgia, Guam, 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, Northern Mariana Islands, Ohio, Oklahoma, Oregon, Pennsylvania, Puerto Rico, Rhode Island, South Carolina, South Dakota, Tennessee, Texas, United States Minor Outlying Islands, Utah, Vermont, Virgin Islands, U.S., Virginia, Washington, West Virginia, Wisconsin, Wyoming
Role Summary:
In this strategic Sales position, the Sr Staff Account Manager - Digital Sales Direct will be responsible for identifying sales opportunities within existing and new accounts, identifying, managing and solving conflicts with clients and meeting time deadlines for customer accounts among other responsibilities.
Essential Responsibilities:
You will drive key activities, including prospecting, strategy planning, executive relationship development, discovery assessment, and ServiceMax from GE Digital ecosystem coordination, etc. You will work closely with the other staff members in all GE businesses to drive and lead growth in service, software, and outcome-driven revenue generation. You will partner closely with leaders to drive the creation and development of an overall sales readiness vision in the context of our expanding global business.
In this role, you will:
Develop a solution selling framework for ServiceMax from GE Digital- tailor deal lifecycle, enablement deliverables, required resources, technology support, maturity model, sales methodology etc.
Establish a deep understanding of customers' business needs by creating value to customers for our solution footprint.
Add value to the customer's business and maintain a goal oriented approach to the business partnership.
Demonstrate to customers how they benefit by partnering with GE and how our solutions deliver results.
Aggressively develop and drive a sustainable commercial and solution strategy across multiple customer divisions and geographic poles that is aligned to the agreed account goals.
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.
Leverage the "Big GE" by coordinating across multiple GE divisions to solve customer challenges and enhance value and loyalty through the introduction of GE Corporate programs. (e.g. Industrial Internet, Minds + Machines)
Analyzes sales pipeline and maintains an array of opportunities to ensure that sales goals are achieved.
Actively grow and maintain 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 industry, customer and GE product.
Qualifications/Requirements:
Basic Qualifications:
Bachelor's Degree. A minimum 10 years of professional experience.
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
Desired Characteristics:
Develops acceptable strategies to mitigate risks triggered in RFP's and/or customers' T&Cs while meeting GE business objectives.
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.
Identifies and prioritizes critical GE resources needed to further the sales effort, negotiating with stakeholders for utilization.
Technical Expertise:
Trains others on how to thoroughly analyze market data and present findings and recommendations in a way that is easy and simple for management to make decisions and act quickly; Links analysis to overall business objectives and strategies.
Effectively manages and possesses working industry knowledge and skillset (of self or others) in assigned vertical; Utilizes industry knowledge and skillsets to support an industry relevant line of questioning and resultant problem-solving definition; recommends decisions that inform commercial growth strategies.
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.
Able to take products, services, solutions knowledge and connect them to customers' objectives to develop differentiated opportunities for GE; Draws upon non-traditional solutions; Constantly thinks out of the box & outside domain of expertise to develop creative solutions that meet ongoing customer needs.
Business Acumen:
Coaches and mentor's others on how to collect, analyze, and share information about market trends and competitors to increase customer retention and attract new business; Proactively identifies trends via data analysis and makes strategic recommendations as appropriate.
Communicates the importance of understanding customer's business strategies to become an advocate for profitability on behalf of the customer - actively reviews accounts, meets with customers, observes sales force, etc.
Coaches and trains others on how to manage account relationships to proactively identify and address client needs and convert competitive installs to GE solutions.
Leadership:
Establishes & communicates team members' roles in relation to their function and data; Shares knowledge, power and credit, establishing trust, credibility, and goodwill; Coordinates role responsibilities with that of others to achieve mutual goals; Encourages groups to work together to efficiently resolve problems.
Leads the process of developing a clear and winnable strategy to deliver the vision of what the GE-customer relationship can be; Goes beyond conventional modes of thinking and approaches problems, and creatively develops innovative, alternatives possibilities beyond the obvious.
Personal Attributes:
Communicates effectively with multiple levels of a customer's business; Understands where to have less interaction once high level relationships have been established; Earns the trust of customers' executive managers after advancing through the ranks of mid to low level managers; Possesses the ability to glean information from a variety of non-executive level stakeholders to spawn new conversations at the executive level.
Achieves and maintains direct involvement in customer discussions about expected business outcomes and benefits from the solution; advocates for the customer to have the right GE teams and capabilities in place to ensure critical success factors are met; Remains actively engaged until the customer realizes what the expected business benefits from the solution are and the necessary investment to achieve them.
About Us:
GE (NYSE:GE) drives the world forward by tackling its biggest challenges. By combining world-class engineering with software and analytics, GE helps the world work more efficiently, reliably, and safely. GE people are global, diverse and dedicated, operating with the highest integrity and passion to fulfill GE's mission and deliver for our customers. www.ge.com
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.
Locations: United States; Alabama, Alaska, American Samoa, Arizona, Arkansas, California, Colorado, Connecticut, Delaware, District of Columbia, Florida, Georgia, Guam, 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, Northern Mariana Islands, Ohio, Oklahoma, Oregon, Pennsylvania, Puerto Rico, Rhode Island, South Carolina, South Dakota, Tennessee, Texas, United States Minor Outlying Islands, Utah, Vermont, Virgin Islands, U.S., Virginia, Washington, West Virginia, Wisconsin, Wyoming
GE will only employ those who are legally authorized to work in the United States for this opening.


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