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Sr Sales Manager 3 - Digital Sales Direct - LNG

  • GE Oil & Gas
  • Experienced
  • Posted 10/18/2017 12:49:47 PM
  • 3006892
  • Job Function: Sales
  • Business Segment: Oil & Gas Digital
Location(s): United States; Texas; Houston


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.
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.

Role Summary:
In this strategic Sales position, the BHGE O&G Digital Key Account Manager focused on Exxon Mobile and similar client accounts, will be responsible for identifying sales opportunities within selected accounts, identifying, managing and solving conflicts with clients and meeting time deadlines for customer accounts among other responsibilities.

Essential Responsibilities:
S/he will drive key activities, including prospecting, strategy planning, executive relationship development, discovery assessment, BHGE O&G Digital ecosystem coordination, etc.
S/he 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. 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.

In this role, you will:

  • Develop a solution selling framework for BHGE 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 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 GE” by coordinating across multiple BHGE divisions to solve customer challenges and enhance value and loyalty through the introduction of BHGE 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 BHGE product.

    Qualifications/Requirements:

    Basic Qualifications:

  • Bachelor’s Degree in business, marketing or related discipline
  • 7+ years of software industry experience minimum with proven track record

    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 an office located in Houston, TX

    Desired Characteristics:
  • Up to date executive and director level relationships selling enterprise software solutions into LNG, Chemical of Refinery marketplace preferably based in Houston, TX or Louisiana area.
  • Works with individuals across the BHGE businesses on how to use Big Data to collect and analyze market information as well as how to present analysis and recommendations to drive strategic commercial decisions
  • Proactive in seeking out new digital platforms to drive deeper connections with customers – such as heat mapping existing relationships on LinkedIn to identify new sales opportunities, active in industry groups/blogs to gain exposure to target audiences and viewed as a domain expert
  • Develops acceptable strategies to mitigate risks triggered in RFP's and/or customers' T&Cs while meeting BHGE 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.
  • Develops acceptable mitigation strategies that consider T&Cs of customers, competition and partners and key differentiators while also meeting business objectives.
  • Identifies and prioritizes critical BHGE 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.

    #DTR

    Locations: United States; Texas; Houston

    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.

    GE will only employ those who are legally authorized to work in the United States for this opening. Any offer of employment is conditional upon the successful completion​ of a background investigation and drug screen.


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