Strategic Accounts Manager

Job Number:
1176577
Date Posted:
22 June 2010
Function:
Sales - Client, Account and Affiliate Origination and Management
Business:
GE Technology Infrastructure - Enterprise Solutions
Career Level:
Experienced
Location:
New York, United States

About Us

GE is planning for tomorrow. Where will you be? For more than 125 years, GE has been respected for its performance and innovative spirit. GE people worldwide are dedicated to turning imaginative ideas into leading products and services that help solve some of the world’s toughest problems. Looking for a challenge where your experience is valued? Come see what you can achieve as a leader with GE Enterprise Solutions!

Role Summary/Purpose

Strategic Account Manager is responsible for meeting / exceeding GE Intelligent Platforms software and service revenue goals at strategic, named accounts in the Infrastructure Vertical Markets (Energy, Oil & Gas, Water, etc). In this role you will act as the lead at regional, national or global Named Accounts and will coordinate with Software Account Managers and other Sales Resources that cover ‘sites’ of the Named Account.

Essential Responsibilities

* 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, Strategic 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 Strategic 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 strategic 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
* Strategic 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 Siebel updates
* Be responsible for accurately forecasting opportunities in Siebel for the opportunities not being pursued by the software territory managers, including the coordination of account activities on a regional, national and global level
* Strategic Account Managers will also be responsible for leading Software “deal reviews” as part of ongoing pipeline reviews
* Work Closely with Regional & Application Engineering Teams - Strategic 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
* Strategic Account Managers will need to work closely with the Application Engineers 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
* Although the Strategic Account Manager is primarily responsible for Automation & Operations Management Software and Services (core), they are responsible for representing GE Intelligent Platforms complete product portfolio, which includes Control Systems Business products (pull-through)

Qualifications/Requirements

* Bachelor’s degree in Engineering, Computer Science or other technical discipline
* At least 10 years experience in software solution or other high technology consultative sales in the Energy, Oil & Gas or Water Industries, with experience in managing opportunities using a formal sales process. Alternatively, candidate may possess at least 10 years experience in management of the design, development and operation of power, water or transportation control and information systems.

GE will only employ those who are legally authorized to work. Any offer of employment is conditioned upon the successful completion of a background investigation and drug screen.
Desired Characteristics

* 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
* Strong Personal Networking skills
* Strong problem solving skills and a high degree of creativity / resourcefulness.
* Customer focused & strong interpersonal skills
* Working Knowledge of MS Office based products
* Working knowledge of CRM systems for pipeline and opportunity management

GE Intelligent Platforms is headquartered in Charlottesville, VA, with software development centers in Albany, NY, Edmonton, Alberta, Foxboro, Massachusetts, Green Bay, Wisconsin, Hyderabad, India and GE’s Advanced Manufacturing and Software Technology Center in Michigan. For more information, visit www.ge-ip.com.

* Position will be home-office based with preferred work location in NYC/Metro NJ area.

GE Intelligent Platforms is an experienced high-performance technology company and a global provider of software, hardware, services, and expertise in automation and embedded computing. We offer a unique foundation of agile and reliable technology providing customers a sustainable advantage in the industries they serve, including energy, water, consumer packaged goods, government & defense, and telecommunications.

GE Intelligent Platforms is headquartered in Charlottesville, VA. Join GE Intelligent Platforms today!

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