Enterprise Account Manager

Job Description Summary

The new Enterprise Account Manager will drive daily interaction with key customers assigned or new logos pursued in order to deliver GE Vernova's industry leading hybrid manufacturing solutions to customers as part the Americas Commercial Team. Responsibilities will include account planning, opportunity pipeline development, and closure of licenses, support, and services with a focus on Manufacturing Execution, Historian, Visualization, and Analytics enablement for the manufacturing sector.

This role reports to the GE Vernova Regional Americas leader within the Global Manufacturing Commercial team. Your responsibilities will include leading strategic commercial partnerships with key accounts in key verticals such as Food & Beverage, Consumer Packaged Goods, Automotive, and Industrials (Pulp and Paper, Steel/Metals). As an individual contributor you have significant control/influence over commercial priorities. There is moderate autonomy within the role to enter into/execute Commercial arrangements. High levels of Commercial judgement are required to achieve outcomes required.

As part of the Commercial team, you will work closely with Pre-Sales, the Americas Sales Team, Commercial Operations, Services, Channel Partners for joint accounts, Product and Marketing, Deal Desk, Support, and Legal while supporting customer opportunity interactions. In the team sport of Manufacturing sales, you will monitor and coordinate the ecosystem around your customers for sales of software licenses and subscriptions to or through your assigned or pursued accounts. The objective of developing and ecosystem around a customer is to drive mutual business growth, deliver unparalleled customer success and position GE at the heart of the new Industrial Internet.

Job Description

Roles and Responsibilities

• Creating and driving account opportunities from prospecting to closure using tools and teams available to drive customer success with GE solutions. Define appropriate sale stage metrics, strategic account planning, account activities assessment, organizational charting, and customer outcomes. Work with Commercial Operations to analyze funnel and drive accurate forecasting for all opportunities in SFDC (Salesforce CRM tool).

• Maneuver comfortably through complex policy, process, and people-related organizational dynamics. For example, appreciates the main elements of the organizational culture and politics; gives others advice on how to operate effectively. Brings initiatives to the attention of those who can act as champions and advocates.

• Role includes quoting, proposals, marketing, deal desk, customer events, and customer facing requirements.

• Utilizes in-depth knowledge of Automation, Historian, and MES product lines, vertical markets such as Food & Beverage and Consumer Packaged Goods, key customer partnerships with GE Ecosystem partners.

• Has knowledge and awareness of competition such as Rockwell, Siemens, AVEVA, and Ignition and the factors that differentiate them in the market.

• Uses judgment and has some ability to propose different solutions outside of set parameters to address more complicated, day-to-day problems with projects, product lines, markets, sales processes, or customers. Ability to prioritize information for decision making. Uses technical experience and analytical thinking. Uses multiple internal and limited external sources outside of own teams to arrive at decisions.

• This role will mainly be an individual contributor which requires strong interpersonal skills. Acts as a resource for colleagues with less experience. May lead small projects with low risks and resource requirements. Explains information; developing skills to bring team members to consensus around topics within field. Conveys performance expectations and may handle sensitive issues.

• Be comfortable spanning multiple levels and job functions - including the C-Suite, senior executive, engineering / architect, marketing & sales, training, etc.

• Monitor ongoing project delivery for "in process" customer projects that ultimately lead to larger rollouts and expansion across throughout an account enterprise.

• Develop internal and external marketing materials including "win stories" (internal - joint go to market focus) and "customer stories" (implementation successes).

• Acts as a resource for colleagues with less experience. May lead small projects with moderate risks and resource requirements. Explains difficult or sensitive information; works to build consensus. Developing persuasion skills required to influence others on topics within field.

• Uses comprehensive knowledge and skills to act independently while guiding and training others to align the client's sales process with their organization's sales process, including the key influencers/sales team members when appropriate.

• Uses comprehensive knowledge and skills to work independently while providing guidance and training to others on maintaining high performance while applying a change mindset to the planning, execution, and monitoring of business activities during times of change (ex. Covid).

• Understands customer processes; Manages customer/org team alignment; Manages customer/org process alignment.

• Coordinate cross-functional teams (e.g., sales, marketing, products) to align implementation of initiatives around prioritized customer segments targeted by channels. Coordinate with marketing/sales ops

• For any jointly managed accounts, supporting the selling motion that goes either through the software representative model and/or the resell model using distributors to drive new opportunities and larger GE Digital solution footprints.

• Discipline in CRM (Salesforce), sales processes process such as NEAT selling methodology, and uses analytical thinking and commercial experience to execute strategy to drive growth.

Required Qualifications

• Bachelor's degree in Engineering or related field, from an accredited university or college

• 5+ years of experience in selling or supporting Automation, Historian, HMI, and Analytics

Desired Characteristics

• Lean Problem Solving, Kaizen, and Hoshin methodology experience.

• Strong oral and written communication skills that translates to presentation skills

• Demonstrated ability to analyze and resolve problems using Excel, SFDC, Tableau, etc.

• Ability to document, plan, market, and execute programs using quarterly review templates.

• Knowledge of Cloud platforms such as AWS, Azure, or GCP

• Strong interpersonal and leadership skills.

Did you know that research has shown that women [and people of color] are less likely to apply to a job unless they meet 100% of the requirements? GE Digital is committed to building an inclusive workplace where everyone feels like they belong and can bring their entire selves to work - this drives our innovation! Even if you don't meet every one of the preferred criteria in this job description, we encourage you to still apply as you might be a fantastic fit for this role, or other currently open roles.

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Additional Information

The salary range for this position is $100,000USD - $150,000USD. The specific salary offered to a candidate may be influenced by a variety of factors including the candidate's experience, their education, and the work location. In addition, this position is eligible for a performance bonus. Available benefits include be Health, Medical, 401K, and Paid Leave.

Additional Information

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 conditioned upon the successful completion of a drug screen (as applicable).

Relocation Assistance Provided: No