Digital Transformation Lead – Business Development Director

Job description / Role

Role Summary:

You will play the role of trusted partner in a digital transformation of our clients, while working with all BHGE lines of business and propose value added solutions that will help our clients expand their business and prepare for future challenges. You will maintain curiosity to understand our customers' business and drive the customer relationship to new directions to discover new areas where both the customer and BHGE can win.

Essential Responsibilities:

In this role you will help manage named client accounts with an emphasis on value and outcome selling from Digital Transformation. Lead digital transformation opportunities together with the local sales team in addressing complex and out of standard engagements by:

- Providing sales strategy insights, challenging the sales approach, shifting mindsets to value delivery to customer rather than product push
- Formulating a clear and meaningful customers' business problem statement to resolve
- Defining a disruptive value proposition transforming the way how our customers do business enabled by BHGE and GE technology and ecosystem
- Providing methodology & driving force ensuring the sales process is executed with highest quality standards and commitment with target dates
- Leveraging skills and expertise within BHGE group to support the sales effort and coordinating them
- Supporting the local sales team in facing customer and in preparation of deliverables required during sales process
- Report and present conclusion and outcomes to the C-level and Executive team
- Create and deliver solution outlines across BHGE and GE solutions and migration paths that show the evolution of a system from a baseline state to a target or future digital roadmap and state.
- Coordinate a cross-functional, cross-LOB and potentially partner driven team approach in a complex sales cycle.
- Map out customers' decision-making process and identify areas where digital is rapidly shifting the sales paradigm.
- Use available client data to proactively identify possible needs before they are expressed by client.
- Help Manage multiple decision makers to move deal to closure.
- Evaluate and prioritize the need for additional resources to advance the sale, focusing on competitive advantage and cost efficiencies.
- Work with the Account Managers and peers to identify and streamline the correct Commercial Operations processes.
- Utilize industry knowledge and skillsets to support an industry relevant line of questioning and resultant problem-solving definition.
- Identify next steps and how to string together near-term successes that can be the foundation for future engagements and an expanded business.
- Work with the entire sales and pre-sales team in:

• Qualifying the opportunity: customer potential to invest in Digital at large scale, context favorable or not for investing in a Digital transformation
• Building the sales strategy: power map, competition map, BHGE SWOT, key success factors.
• Running discovery workshops with customer to understand business challenges and raise interest in Digital
• Running assessment workshops with customer to understand more in-depth business requirements, priorities and constraints
• Translating these business requirements into digital solutions, working closely with Oil & Gas SME's and the Technical team (Sales solution architects, Data scientists, and Product team)
• Building a value proposition detailing the most appropriate digital solution for the customer, its business case and implementation roadmap
• If required, building out of standard business models to enable the Digital transformation (JV creation, funding by external parties
• Supporting the Sales Commercial Operations team in preparing the Technical & Commercial proposal
• Driving technical & commercial discussions and negotiations with customer up to contract signature

Requirements

Qualifications/Requirements:

- Bachelor's Degree in business, engineering, computer science or related discipline
- Master's degree in Business Management or Engineering. MBA degree is a key differentiator
- 10+ years' experience in Consultancy, Oil & Gas and or Digital industry
- Proven track records in a reputed consultancy addressing Oil & Gas Operational Excellence projects or Digital Transformation projects. Experience in a top-tier strategy consultancy is a key differentiator.
- Oil & Gas industry expertise, strong technical background and demonstrated capabilities in Business Development
- Experience in software industry experience minimum with proven track record
- Good knowledge of Middle East Oil & Gas market with 5+ years spent in the region.

Desired Characteristics:

- Able to coordinate a cross-functional team approach in a complex sales cycle.
- Proven experience in closing multimillion dollar plus deals.
- Demonstrated ability to prospect and develop new accounts into a sustainable revenue stream.
- Demonstrated ability to quickly build trust and rapport, and develop influential relationships at all levels of an organization.
- Working knowledge of CRM systems for pipeline and opportunity management.
- Value & Outcome Sales training experience utilizing sales tools for account management.

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.