Sr Solution Architect – ServiceMax Global Solutions
Posted 11/29/2017 9:48:40 AM
Business Segment: Digital Services
Location(s): France; Paris
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.
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!
Role Summary: The Sr. 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.
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.
Ensure 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
Implementation Solution Proposals that connect the dots between outcomes, solutions to deliver these outcomes and KPIs/metrics to measure success. Best practice Proposals include:
Integration solution architecture
Statement of Work
Best practices approach to leveraging our product roadmaps to close deals
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
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.
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
Effectively manages and closes complex sales cycles from business champion to c-suite (CIO/CEO) level
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.
Establishes, maintains, and grows key executive relationships within customer accounts; Adept at navigating political and hierarchical landscape and facilitates the customer decision making process.
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.
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.
Can express opposing views while simultaneously working through disagreements toward clarity, consensus (i.e., comfortable pushing back, saying ‘No’ to colleagues when further review / discussion is justified, particularly, Sales counterparts).
Demonstrates complete transparency in everything one does, does the right thing instead of an acting with an ulterior motive; Exhibits subordination for the good of the principals; Values of the effort for the customer and ours.
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