Job closed
Ref: KP132-704
Job description / Role
Role Summary:
In this Strategic Sales position, the Senior Enterprise Account Manager will be responsible for identifying Digital Transformational sales opportunities within existing and new accounts, partner with the customers and influence their digital journey. S/he will drive key activities, including prospecting, strategy and account planning, executive relationship development, discovery assessment, leveraging the extended BHGE team, etc.
Essential Responsibilities:
- They will work closely with the other staff members in all BHGE businesses to drive and lead growth in service, software, and value-driven revenue generation.
- S/he 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.
Essential Responsibilities:
- Develop a value selling framework for BHGE Digital business - 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 Digital 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 BHGE 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 BHGE" by coordinating across multiple BHGE product lines to solve customer challenges and enhance value and loyalty through the fullstream chain.
- 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
Requirements
Qualifications/Requirements:
- Bachelor's Degree in Engineering, Business, or related discipline
- 10+ years of software industry experience minimum with proven track record of value selling
- Must be willing to travel, depending on business requirements.
Desired Characteristics:
- Strong interpersonal skills, including creativity and curiosity with the ability to effectively communicate and influence solution direction to both executive, business, and technical audiences alike across all organizational levels
- Proven track record of sales achievement, account management and closing big deals.
- Understand the various financial instruments used by customers to conduct business.
- Strong negotiation and sales leadership skills.
- Prior experience selling contracts/ products with technical content of substantial value preferred, especially in Oil&Gas.
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.
About the Company
GE is a diversified technology, media and financial services company, dedicated to creating products that make life better. From aircraft engines and power generation to financial services, medical imaging, television programming and oil and gas, GE operates in more than 100 countries and employs over 300,000 people worldwide.
GE's Oil & Gas business is a leader in the development and delivery of advanced product and service offerings for the global oil and gas industry. As a consequence of the rapid expansion of its technology base, GE's Oil & Gas is capable of addressing the largest and most complex engineering and application challenges entirely from its own worldwide resources. So whether it's the world's largest LNG compression trains, re-injection of high sulfur gas, enhancing the safety and productivity of the world's oil and gas pipelines, or equipment for the production of oil and gas from harsh environments, GE is leading the charge.