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: You will be responsible for identifying new sales opportunities within existing and new accounts. You’ll be responsible for selling our Centricity Cardio workflow software solutions into the Health Care sector across Iberia. You’ll work closely with the Solutions Architect and Presales team to identify opportunities, and build relationships with IT HO Departments and C suite in order to identify and create demand of our Cardio Workflow solutions.
Essential Responsibilities: In this role, you will:
Develop a solution selling framework for GE Digital focused on CARDIO— tailor deal lifecycle, enablement deliverables, required resources, technology support, maturity model, sales methodology etc.
Add value to the customer’s business and maintain a goal oriented approach to the business partnership
Inform customers of how they benefit by partnering with GE and how our solutions deliver results
Gather information from resources internal and external to our customers to create a clear picture of their needs, their place in the market, and of what GE can provide to achieve their objectives
Analyzes sales pipeline and maintains an array of opportunities to ensure that sales goals are achieved
Successfully represent GE (internally and externally) at both a strategic and tactical levels including but not limited to sharing the GE strategy regarding the Industrial Internet, as well as participating in and/or leading a customer sales calls
Formulates the winning proposals based on a cohesive strategy that leverages deep knowledge of industry, customer and GE product
Bachelor’s Degree in business, marketing or related discipline or equivalent
Strong sales experience in cardio sector Workflow software solutions, or similar/related
Knowledge of GEHC Centricity, UV Cardio (Universal Viewer Cardio) and or Workflow Management, or similar/related solutions.
Creates and delivers solution outlines and migration paths that show the evolution of a system from a baseline state to a target or future state
Determines account potential by utilizing data modeling.
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.
Establishes trust and empathy as an advisor to the client; Works collaboratively in pursuit of discovery to define a desired business outcome while also uncovering unknown business outcomes the client has not previously considered; Ensures that a plan is laid out to accomplish all outcomes.
Communicates the importance of understanding customer's business strategies to become an advocate for profitability on behalf of the customer - actively reviews accounts, meets with customers, observes sales force, etc.
Can work independently to develop and implement a strategy that identifies ongoing customer needs; Identifies and prioritizes account growth opportunities and proactively presents new, value based solutions to client.
Coaches and trains others on how to manage account relationships to proactively identify and address client needs and convert competitive installs to GE solutions; seen by client as a strategic partner who brings value and solutions to address client's business’ needs,
Turns problems into an opportunity by making both customer and GE view end result as a win for both organizations; Proactively uses systems, data, and tools to help shape thinking of customer issues solved by GE solutions; Builds a deeper understanding of the problem, root cause and probably solutions.
Leads the process of developing a clear and winnable strategy to deliver the vision of what the GE-customer relationship can be; Goes beyond conventional modes of thinking and approaches problems, and creatively develops innovative, alternatives possibilities beyond the obvious.
Creates and uses an annual plan and rhythm that includes territory/ account goals and strategy, quarterly reviews, sets bi-weekly pulse meetings, and schedules time for individual sales reviews with team members within the quarter (or at the appropriate interval).
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