Location(s): United States; California; Pleasanton
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. At GE Digital, we are creating technology and solutions to enable social, mobile, analytical and cloud capabilities for the Industrial Internet.
The Industrial Internet is an open, global network that connects people, data and machines. It’s about making infrastructure more intelligent and advancing the industries critical to the world we live in. At GE, we believe it’s about the future of industry—energy, healthcare, transportation, manufacturing. It’s about making the world work better. GE is transforming itself to become the world's premier digital industrial company, executing critical outcomes for our customers. Explore how you can drive greater asset reliability, lower operating costs, reduce risk and accelerate operational performance with our Predix platform and software solutions.
ServiceMax from GE Digital is a leading industry provider of field service management software – an estimated $25 billion market worldwide. The company continues to reimagine and create solutions for the 20 million people globally who install, maintain, and repair machines across dozens of industries as the leading provider of complete end-to-end mobile and cloud-based technology for the sector.
ServiceMax brings together the right data at the right moment to delight customers and drive business results at the crucial point of service. We’re rethinking field service, and delivering cutting edge technology to help companies perfect service delivery, drive revenue and growth, and delight customers. Come be part of our innovative team!
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: Manager - Digital Inside Sales - ServiceMax is responsible for managing a team of Inside Sales Associates. He/she maximizes external sales selling time and efficiency via qualification of leads, prospect identification, qualification and appointment setting, resolving sales force issues, and driving direct sales. This position is an integral part of the Sales Team and requires collaborating with regional Sales leaders, Commercial Operations leaders, and Marketing.
Vision and Mission – Provide clear vision and mission to Inside sales team to ensure all members of the organization under clear, simple objectives and priorities.
Lead & Support – Provide the necessary leadership, support and guidance to ensure the inside sales strategy is aligned with business direction and supports accomplishment of the overall business objectives.
Coach and mentor direct reports globally - Direct reports are responsible for Lead Qualification and Routing, Appointment Setting, Quoting & Sales for specified Product Lines.
Hold Team Accountable for High Say/Do Ratio on all activities as measured by agreed upon time, quantity and quality metrics.
Deliver at the highest possible speed and quality is critical in this role, as is consistent process execution, and identification and elimination of process . inefficiencies. Success is measured via adherence to stated service levels, conversion rates, and orders volume.
Build efficient processes & tool / identification and elimination of process inefficiencies.
Provide regular feedback to stakeholders within the business.
College Degree or High School Diploma/GED and 3+ years of sales experience
5+ years in B2B Inside Sales, Outside Sales, or Commercial Operations roles of increasing responsibility
3+ years managing a sales team – B2B Sales Leadership Experience
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 willing to travel 30%.
Must be willing to work out of an office located in Pleasanton, Ca.
Proficiency in MS-Office applications (Word, Excel)
Experience with Databases and/or Customer Relationship Management Systems (as a user)
Previous experience in high volume lead generation and qualification environments
Experience in Software Sales either Industrial or Commercial
Experience in business-to-business sales
Proactively makes or recommends decisions based on market intelligence and business knowledge that inform commercial growth strategies; Proposes alternative business strategies as appropriate; Applies data visualization to support findings and develop recommendations supported by relevant data.
Has strong knowledge of GE portfolio and is able to leverage that to understand customer's needs and find integrated solutions to meet those needs.
Proactively and independently monitors information about competitors and the overall market; Champions tools, processes, and systems to track and store intelligence data; Able to clearly articulate implications of market knowledge to key stakeholders.
Analyzes and calculates with the customer/ economic decision maker GE's ability to provide economic value to the customer's process and financial story; Develops plans and identifies metrics to measure GE impact to customer's bottom line, clearly articulating the GE value proposition.
Analyzes and calculates with the customer/ economic decision maker GE's ability to provide economic value to the customer's process and financial story; Develops plans and identifies metrics to measure GE impact to customer's bottom line, clearly articulating the GE value proposition
Solves problems and satisfies customers by developing creative and timely solutions; Uses systems, data, and tools to uncover issues previously not clear to customers; Creates solutions to these critical problems, and multi-phase plans to iteratively implement solutions.
Able to lead a process to develop a strategy; Frequently thinks "outside the box" to solve problems; Is able to use a broader perspective about the customer relationship and potential future business.
Able to adjust information (e.g. level of complexity) and story to align with audience; Produces functional area information in sufficient detail for cross-functional teams to utilize using presentation and storytelling concepts.
Formulates deal approach based on the winning strategy that uses industry, customer and GE product knowledge; Identifies potential roadblocks and proposes alternatives when developing a winning proposal; Ensures quality and accuracy in all aspects of the proposal development: timeline, content, appropriate comments and cost.
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; Develops listening skills; Quickly provides answers to customer inquiries when information regarding the customers’ business may not be available.
Increases client engagement to further drive the pace and focus required to achieve business priorities and uncover desired outcomes for both the customer and GE; Utilizes business acumen and domain experience to advise the customer on critical success factors for the initiative at hand.
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