Enterprise Account Manager Industrial Data Intelligence
| 1829125 | |
| GE Energy Management | |
| GE Intelligent Platforms | |
| Why join one great company when you can join many? At GE, we're passionate about making life better with new ideas and technologies. We're diverse, supporting our communities in more than 100 countries. Experience personal growth and competency development as part of the GE team. At GE Intelligent Platforms, we're sustaining the advantage. From our global water purification projects to our automated controls in the latest unmanned aerial vehicles, the GE Intelligent Platforms teams are turning their expertise in software, hardware, automation and embedded computing into leading products and services that solve our customers' toughest challenges. Join our growing global organization and you'll find yourself part of a goal-oriented team, working in a fast-paced, inter-functional environment full of professional challenges and opportunities to advance. If you're a highly motivated self-starter who brings leadership and enthusiasm to everything you do, then join GE in creating the next generation of products that will improve the lives of consumers for generations to come. Learn more about our Business Today! To stay connected with exciting news and the latest job opportunities from GE AMSTC, Aviation, Energy Management, Oil & Gas, Power & Water and Transportation, follow us on twitter: @geconnections | |
| Enterprise Account Manager Industrial Data Intelligence | |
| Experienced | |
| Sales | |
| Client, Account and Affiliate Origination and Management | |
| Czech RepublicHungaryPolandRussian Federation | |
| Other Poland | |
| No | |
| The Enterprise Account Manager is responsible for meeting/exceeding software and service revenue goals at Enterprise named accounts in the Infrastructure Vertical Markets: Oil & Gas, Power, Utilities, Mining and Transport. He will act as the lead at regional, national or global Named Accounts and will coordinate with Sales Resources that cover ‘sites’ of the Named Account. He will focus on Industrial Data Intelligence solutions (Big Data real time solutions, Advanced Analytics & Optimizatio | |
| • Meet or Exceed Annual Sales Goal – Through direct customer contact, selective channel partners, and regional teams, exceed sales plan (deeper and broader penetration) within defined named accounts by creating value to customers for our solution footprint. • Actively Grow Pipeline – Through the use of coordinated activities with Marketing and through own initiatives, grow and maintain a pipeline of 3 X annual quota. In addition to tracking a 15-month rolling pipeline, Enterprise Account Managers need to maintain a 36-month account plan that will be shared globally with parts of our business including Marketing, Product Management, Sales, Professional Services, and the Development teams to ensure coordination across the business. • Develop and Drive Enterprise Account Coordination – 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. Develop and execute an Account Playbook that formalizes the “go high / go low” strategy for the Enterprise account. Where applicable, develop a joint Governance process with executive sponsorship that aligns along the following pillars – Commercial, Product/Technology, Implementation and Support. Leverage the “Big GE” by coordinating across multiple GE divisions to solve customer challenges and enhance value and loyalty through the introduction of GE Corporate programs (e.g. CAP, LEAN). • Growth Account Development – Responsible for the development of Growth Accounts within the assigned account package. Growth accounts have done minimal business with GE IP, but have potential for significant growth based on vertical or application fit. Enterprise Account Managers will drive key activities, including prospecting, strategy planning, executive relationship development, discovery assessment, pilot and SmartStart program’s, GE IP ecosystem coordination, etc. • Opportunity Tracking & Review - Identify and initiate steps in sales cycles for products, services, and training. Monitor opportunities, through the GE IP sales process and ensure salesforce.com updates. Be responsible for accurately forecasting opportunities in salesforce.com for the opportunities not being pursued by the software territory managers, including the coordination of account activities on a regional, national and global level. Enterprise Account Managers will also be responsible for leading Software “deal reviews” as part of ongoing pipeline reviews. • Work Closely with Regional & Solution Consultant Teams – Enterprise Account Managers will clearly communicate the corporate strategy to the regional teams and work collaboratively to efficiently utilize resources and maximize solution penetration at the local plant level. At least quarterly, communicate with the regional teams, channel and PSP partners to ensure a consistent message and approach. Enterprise Account Managers will need to work closely with the Solution Consultants to coordinate account activities that aide in developing opportunities and closing sales. Some of these activities include conversions, proof of concept pilots, on–site discovery activities, etc. • Ensuring a Professional Sales Experience for customers during all aspects of sales process and touch points including: Formal meeting agendas (reviewing with customer or Software Account Manager prior to meeting), formal follow-up stating sequence of events and next steps in writing, and issue resolution in a timely fashion. Success of the Enterprise Account Manager will be based on: • Meeting or exceeding financial requirements (quota) and overall business objective requirements, at Named Accounts • Maintain and fulfill pipeline Travel is required and is estimated to be 50%-60%. | |
| • At least 10 years experience in software solution or related high technology consultative sales in: o Energy and Utilities o Oil and Gas o Transportation, Mining • Demonstrated ability to coordinate a cross-functional team approach in a complex sales cycle. • Demonstrated experience in closing million dollar plus deals • Demonstrated ability to prospect and develop new accounts into a sustainable revenue stream • Demonstrated ability to quickly build trust and rapport, and develop influential relationships at all levels of an organization • Excellent verbal and written communication skills • Possesses effective Time Management Skills • Strong Personal Networking skills • Strong problem solving skills and a high degree of creativity/resourcefulness. • Strong business acumen • Competitive drive and determination • Customer focused & strong interpersonal skills • Working Knowledge of MS Office based products • Working knowledge of CRM systems for pipeline and opportunity management |
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