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Staff Solution Architect

  • GE Digital
  • Experienced
  • Posted 9/14/2017 2:50:22 AM
  • 2974439
  • Job Function: Sales
  • Business Segment: Digital Services
Location(s): Australia; North Sydney

About Us:
GE is the world's Digital Industrial Company, transforming industry with software-defined machines and solutions that are connected, responsive and predictive. Through our people, leadership development, services, technology and scale, GE delivers better outcomes for global customers by speaking the language of industry.

Role Summary:
In this strategic technical pre-sales position, the Staff Solution Architect will establish a trusted partnership relationship with both our external customers & internal technical teams.

Essential Responsibilities:
You will collaborate with internal corporate development teams, pre-sales technical teams and commercial sales teams in the business unit they are supporting to help drive sales of ServiceMax solutions, our platform, and suite of Predictivity. You will be a strong voice for our customers, bringing technical and business requirements back to our development teams helping ensure our solutions continue to meet our customer’s needs.

Further, In this role, you will:
• Establish a deep understanding of our customers’ business and technical needs
• Create a “trusted technical resource” relationship with our customer’s technologists and internal technical teammates
• Help develop solution architecture framework to support solution selling on an enterprise level. Includes providing vision, system and application architecture definition, problem anticipation and problem solving ability
• Provide sw / hw technical architecture expertise to ensure proper solution design
• Evangelize GE technology platform (primarily ServiceMax technology) in appropriate sales forums to drive demand and continued interest
• Build link to provocative selling model to ensure architecture views are properly integrated
• Shape, drive and be held accountable for delivering significant strategic initiatives across broad scope/platform(s) in liaison with key stakeholders
• Share responsibility for the development and execution of the account sales strategy with the sales team, as directed by management
• Design, validate and present software solutions, including advanced product concepts, future direction and industry solutions
• Develop and deliver high quality, standardized or customized presentations and demonstrations
• Develop and maintain strong teaming relationship with other members of the company to leverage product, process and engineering expertise
• Maintain the highest possible personal standards and ethics

Basic Qualifications:
• Bachelor’s Degree in business, science, engineering, technology or related discipline
• Masters’ degree, MBA or other advanced degree preferred
• 2-8 years’ work experience in Software pre-sales

Eligibility Requirements:
• Legal authorization to work in Australia is required.
• Any offer of employment is conditioned upon the successful completion of a background investigation
• Must be willing to travel 50%
• Must be willing to work out of an office located in North Sydney.

Technical Expertise

• ERP and SCM domain knowledge and experience
• Consults customer on alignment of outcomes and desired technical solutions at an enterprise level; Analyzes, designs, and develops a software solution roadmap and implementation plan based upon a current vs. future state of the business.
• Possesses working knowledge of configuration choices and related cost implications; Experience with multi-P&L solution configurations.
• Knowledgeable of full range of solution catalog within a business unit and able to discuss overall solution at depth.
• Experience sustaining operational stability through various life cycle phases (planning, implementation, steady state, de-commissioning); Ability to provision and budget via capital and operating.
• Applies and guides cross projects architecture fundamentals using different architectures composing the holistic Enterprise Architecture; Drives and Manages consolidated architectures, improves architecture processes and methods across multiple projects/products; Creates, Executes and Leads adoption plan that align to business requirements and roadmap.
• Trains others on how to design and create the winning proposals that result in successful deal closure; An expert in compiling the correct information in the fastest and most cost effective manner that would include the formatted content and structure of winning proposals.
• Can position the GE offering against the competition in a positive light by showing architectural differentiators as well as roadmap items which are of interest to a specific prospect/customer

Desired Characteristics:
Business Acumen:

• Masters the ability to move the sales cycle from discovery to solution selection and validation to achieve deal closure; Is adept at navigating the organizational matrix; understanding people's roles, can foresee obstacles, identify workarounds, leverage resources and rally teammates.
• Discovers, builds, proposes, and wins deals based on delivering impactful business outcomes for customers; A master at team selling; Possesses deep customer knowledge of the business lifecycle and cost/revenue model; Can illustrate how GE impacts the lifecycle; builds long-term, c-suite relationships with customers.
• Adjusts information (e.g. level of complexity) and story to align with audience. Clearly articulates the value of what is most important to the customer and how GE solutions and/or services can meet the customer’s outcomes; Produces functional area information in sufficient detail for cross-functional teams to utilize, using presentation and storytelling concepts.
• Possesses extensive knowledge of full solution catalog within a business unit and proficiency in discussing each area at an advanced level.
• Value-based selling / connecting-the-dots skills. Naturally connects Goals/Objectives to Challenges to Business Impact to Solution Enablers to Value


• Demonstrates working knowledge of GE’s internal organization within primary industry vertical BU; Knows where and how strategic and commercial decisions are made.
• Identifies and coordinates owners, sponsors, timelines, actions and deliverables for the deal, from discovery to solution selection and validation
• Demonstrates ability to work within, and lead blended teams, including 3rd party partners.
• Demonstrate success implementing Change Management program into an implementation plan for a single business unit solution and represents single process redesign.

Personal Attributes:

• Knows when to ask probing follow-up questions such as:
o Open ended, essay type
o Probing for specific details (KPI’s, value levels, process, timing, etc.)
• Uncovers and articulates critical success factors necessary for the customer to acquire, implement, and utilize a solution; Assists customer in identifying shortcomings, even when they could delay a commercial decision; Articulates a roadmap that provides a high likelihood of the customer realizing. expected business benefits and other key stakeholders achieving desired personal success
• Can recite a story for a defined set of capabilities which will be of interest to a select subset of customers.
• Leverages experts from software/analytics areas to drastically improve speed, cost, scope or efficiency of their solutions; Creates and spreads awareness of software & analytics tools within their teams.
• Confident, persuasive, executive presence, creative, hard-working, quick learner, positive / winning attitude, team player
• Good time management skills
• Motivated for this job

Locations: Australia; North Sydney

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.

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