Senior Global Solutions Manager

Job description / Role

Role Summary: The Sr. Global Solutions Manager will be responsible for driving professional services sales and software orders. S/he will drive key activities to secure services revenue including collaboration with sales team, services consulting, scoping, estimation and proposal generation using value selling techniques and best practices.

Essential Responsibilities:
• Team to provide services support to software license sales that meets and exceeds monthly, quarterly and annual sales goals
• 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.
• 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.
• Create a “trusted solution advisor” relationship with our customer’s business and internal technical teammates
• Drive key customer facing meetings and events, particularly C level discussions
• Directly engage with Regional Leader, Channel Partners and customers in top strategic deals, sales meeting and thought leadership opportunities (e.g. Sales Roadshows and Industry Events) - raising the business level acumen of the Global Solution organization by being a trusted advisor to the account manager, partners and customer to validate business value.
• Input into product development strategy by documenting and sharing customer requirements to product management to guarantee the visibility to support market demands
• Input into strategy of Services offerings evaluation and expansion to meet market and customer evolving demands
• Ensure compliance to the GE Global Solution processes for best practice usage deliver the following:
• Scoping approach and tools to drive towards customer outcomes
• Creative customer centric solutions that are aligned with customer ROI targets and resource constraints o Implementation Solution Proposals that connect the dots between outcomes, solutions to deliver these outcomes and KPIs/metrics to measure success.

Best practice Proposals include:
• Application landscape
• Integration solution architecture
• Business processes
• Timeline
• Estimateso Statement of Work
• Best practices approach to leveraging our product roadmaps to close deals

Requirements

Qualifications/Requirements:
• Bachelor’s Degree in business or technical equivalent
• 7-12 years of software industry experience minimum
• 5+ years in commercial services or software 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
• Must be willing to work out of a remote home office or local GE Digital office if available

Desired Characteristics:
• Proven experience in a combination of professional services presales and software delivery including enterprise and global deployments.
• Strong and proven both structured and organizational skills
• Prior technical experience with ERP and/or Supply chain solutions, Salesforce and/or force.com platform
• Highly motivated and passionate self-starter
• Proven experience building and maintaining strong relationships with a diverse set of internal and partner constituencies including alliance, product sales, marketing, operations, finance, legal and senior level executives
• Innovated thinker who is able to blend technology and business strategy to develop compelling solution proposals
• Ability to negotiate skillfully in tough situations; can gain concessions without damaging relationship; have a “win – win” philosophy
• Prescriptive in recommending solution architectures and implementation approach to enhance delivery of solution mapping of the GE software portfolio

Technical Expertise:
• Able to consult customer on alignment of outcomes and desired technical solutions at a global enterprise level; Analyzes, designs, and develops a software solution roadmap and implementation plan based upon a current vs. future state of the business.
• Fundamental knowledge of comparative long-term business implications for various configuration options; Experience with multi-business unit solution configuration ("GE Store").
• Knowledgeable of full range of solution catalog within a business unit and able to discuss overall solution at depth.
• Proactively identifies and communicates pipeline risks and develops mitigation plans, proactively shares ‘best practice’ to improve pipeline efficiency.
• Able to lead early stage customer interactions; Guide customers as they develop confidence and comfort with GE software and solutions
• Understands the strengths and weaknesses of the competitive offerings and can discuss

Business Acumen:
• Effectively manages and closes complex sales cycles from business champion to c-suite (CIO/CEO) level
• Communicates the importance of understanding customer's business strategies to become an advocate for profitability on behalf of the customer
• Proven ability to articulate value to business and technical LOB stakeholders
• Creates meaningful stories and combines ideas in unique ways and makes connections between disparate ideas.; Communicates functional strategy and roadmap with sufficient detail for teams to utilize; Describes functional area information to leaders.
• Utilizes customer’s feedback or current top objectives to form a comprehensive understanding of the customers’ needs; Communicates multiple reference stories or trends with supporting data.
• Demonstrates effective time management in preparation for conversations/ discovery process;
• Establishes, maintains, and grows key executive relationships within customer accounts; Adept at navigating political and hierarchical landscape and facilitates the customer decision making process.

Leadership:
• Demonstrate working knowledge of GE’s internal organization within primary industry vertical BU; Knows where / how strategic and commercial decisions are made.
• Foresees obstacles, identifies workarounds, leverages resources and able to rally teammates.
• Demonstrates ability to work with blended teams, including 3rd party partners and customer personnel.

Personal Attributes:
• Develops executive relationships and ensures knowledge of GE’s capabilities are understood; identifies the challenges faced by their customers; presents in a manner that conveys expertise and intuition; Demonstrates strong listening skills; Quickly provides answers to customer inquiries when information regarding the customers’ business may not be available.

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.