Sr Sales Manager 3 - Digital Sales Direct – Exxon Mobil
Job Function: Sales
Experience Level: Experienced
Posted Date: 11/22/2017 12:39:55 PM
Job #: 3006883
Location(s): United States; Texas; Houston
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. 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 Sales position, the BHGE O&G Digital Key Account Manager focused on Exxon Mobile and similar client accounts, will be responsible for identifying sales opportunities within selected accounts, identifying, managing and solving conflicts with clients and meeting time deadlines for customer accounts among other responsibilities.
Essential Responsibilities: S/he will drive key activities, including prospecting, strategy planning, executive relationship development, discovery assessment, BHGE O&G Digital ecosystem coordination, etc. S/he will work closely with the other staff members in all GE businesses to drive and lead growth in service, software, and outcome-driven revenue generation. S/he will partner closely with leaders to drive the creation and development of an overall sales readiness vision in the context of our expanding global business.
Essential Responsibilities: In this role, you will:
Develop a solution selling framework for BHGE business — tailor deal lifecycle, enablement deliverables, required resources, technology support, maturity model, sales methodology etc.
Establish a deep understanding of customers’ business needs by creating value to customers for our solution footprint.
Add value to the customer’s business and maintain a goal oriented approach to the business partnership.
Demonstrate to customers how they benefit by partnering with BHGE and how our solutions deliver results.
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 BHGE divisions to solve customer challenges and enhance value and loyalty through the introduction of BHGE Corporate programs. (e.g. Industrial Internet, Minds + Machines)
Analyzes sales pipeline and maintains an array of opportunities to ensure that sales goals are achieved.
Actively grow and maintain a multi-year 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.
Ensuring a Professional Sales Experience for customers during all aspects of sales process and touch points including: Formal meeting agendas, formal follow-up stating sequence of events and next steps in writing, and issue resolution in a timely fashion.
Formulates the winning proposals based on a cohesive strategy that leverages deep knowledge of industry, customer and BHGE product.
Bachelor’s Degree in business, marketing or related discipline
7+ years of software industry experience minimum with proven track record
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
Any offer of employment is conditioned upon the successful completion of a background investigation and drug screen
Must be able to travel 50% -/+ of the time
Must be willing to work out of an office located in Houston, TX
Proactive in seeking out new digital platforms to drive deeper connections with customers – such as heat mapping existing relationships on LinkedIn to identify new sales opportunities, active in industry groups/blogs to gain exposure to target audiences and viewed as a domain expert
Develops acceptable strategies to mitigate risks triggered in RFP's and/or customers' T&Cs while meeting BHGE business objectives.
Leads the implementation of economic value selling throughout customer organization.
Thoroughly analyzes data to identify trends and issues that translate into a plan for the customer with some connection to seemingly independent problems.
Develops acceptable mitigation strategies that consider T&Cs of customers, competition and partners and key differentiators while also meeting business objectives.
Identifies and prioritizes critical BHGE resources needed to further the sales effort, negotiating with stakeholders for utilization.
Trains others on how to thoroughly analyze market data and present findings and recommendations in a way that is easy and simple for management to make decisions and act quickly; Links analysis to overall business objectives and strategies.
Effectively manages and possesses working industry knowledge and skillset (of self or others) in assigned vertical; Utilizes industry knowledge and skillsets to support an industry relevant line of questioning and resultant problem solving definition; recommends decisions that inform commercial growth strategies.
Proactively identifies pipeline risks and develops mitigation plans; Proactively shares 'best practices' to improve pipeline efficiency; Helps to develop sales team relationships with key contacts.
Coaches and mentor’s others on how to collect, analyze, and share information about market trends and competitors to increase customer retention and attract new business; Proactively identifies trends via data analysis and makes strategic recommendations as appropriate.
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.
Coaches and trains others on how to manage account relationships to proactively identify and address client needs and convert competitive installs to BHGE solutions.
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;
Establishes, maintains, and grows key executive relationships within customer accounts; Adept at navigating political and hierarchical landscape and facilitates the customer decision making process.
Routinely seeks out and uses a variety of sources of financial data to obtain relevant industry, company and customer financial data; Can use financial information to formulate insights on the customers' strategy and potential value opportunities.
Establishes & communicates team members' roles in relation to their function and data; Shares knowledge, power and credit, establishing trust, credibility, and goodwill; Coordinates role responsibilities with that of others to achieve mutual goals; Encourages groups to work together to efficiently resolve problems.
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.
Locations: United States; Texas; Houston
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