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.
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 Adoption and Extension position, the Principal Solution Architect will establish a trusted advisor relationship with external partner community and internal technical BU teams. You will collaborate with Application Demo Program team, BU technical and commercial sales teams in the business unit they are supporting to help drive world class demo scenarios and demo content.
Essential Responsibilities: You will be a key Subject Matter Expertise for APM, working with our external Partner Community and bringing technical and business requirements back to the product teams helping ensure our solutions continue to meet our customer’s needs.
In this role, you will:
Strong domain and product knowledge of Asset Performance Management and Industrial Applications
Act as Subject Matter Expertise (SME) for APM and Application for Adoption and Extension team
Work with Application Demo Program team, commercial sales team, and different business verticals to drive demo scenarios and demo content for GED commercial products and product portfolios
Act as a key technical and product advisor for APM capability and solution mapping and working with external Partners such as SIs (System Integrators), ISV, and channel partners.
Establish a deep understanding of our customers’ business and technical needs
Create a “trusted technical advisor” relationship with our customer’s technologists and internal technical teammates
Develop solution architecture framework to support solution selling on an enterprise level. Help to provide vision, define system and application architecture, problem anticipation and problem solving ability across the landscape
Lead change across large platforms / functional areas using technology solutions
Provide deep sw / hw technical architecture expertise to ensure proper solution design
Interface with all Pre-Sales Solutions Architects globally (and build a community) to train, mentor, guide through new solution architecture framework
Provide SWAT coverage for key customer facing events, particularly C level discussions
Interface with COE CTOs to ensure alignment to sales process and priorities
Evangelize GE technology platform in appropriate sales forums to drive demand and continued interest
Build link to provocative selling model to ensure architecture views are properly integrated
Develop evolution path and migration plans for key GE customers from their current state to the target GE Digital Strategy by deploying Predictivity Solutions in concert with other GE Products & Services
Shape, drive and be held accountable for delivering significant strategic initiatives across broad scope/platform(s) in liaison with key stakeholders
Bachelor’s Degree in business, science, engineering, technology or related discipline
Minimum 10+ years’ work experience in Software pre-sales
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
Must be willing to travel 20%
Must be willing to work out of the Roanoke, VA office or remote.
Expert in software solution and integration approaches
Able to solve complex problems and develop innovated solutions to meet customer’s needs
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.
Fundamental knowledge of comparative long-term business implications for various configuration options; Experience with multi-business unit solution configuration ("GE Store").
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 sales cycles from business champion to c-suite (CIO/CEO) level
Communicates the importance of understanding customer's business strategies to become an advocate for profitability on behalf of the customer
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.
Utilizes customer’s feedback or current top objectives to form a comprehensive understanding of the customers’ needs; Communicates multiple reference stories or trends with supporting data. Demonstrates effective time management in preparation for conversations/ discovery 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 customer 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.
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; Utilizes GE experts to propose creative ways for the customer to master the critical success factors; Articulates a roadmap that provides a high likelihood of the customer realizing expected business benefits and other key stakeholders achieving desired personal success
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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