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Job Details

VP Sales Account Management

Company name
General Electric Company

Location
Cincinnati, OH, United States

Employment Type
Full-Time

Industry
Clevel, Executive, Sales, It, Account Management, 100k

Posted on
Feb 06,2019

Valid Through
May 22,2019

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Role Summary:

In this strategic Sales position, the VP Sales – Account Management will be responsible for identifying sales opportunities within existing and new accounts, identifying, managing and solving conflicts with clients and meeting time deadlines for customer accounts among other responsibilities.

Essential Responsibilities:

As VP, Sales – Account Management you will drive key activities, including prospecting, strategy planning, executive relationship development, discovery assessment, infrastructure ecosystem coordination, etc. S/he will work closely with the other Account Managers to drive and lead growth in service, 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.

In this role, you will:

Develop a customer-outcome framework— 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 CoreTech / CyberTech 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.

Where applicable, develop a joint Governance process with executive sponsorship that aligns along the following pillars – Commercial, Product/Technology, Implementation and Support.

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 GE product.

Driving critical products aligned to customer needs. Champion critical problems/ projects/ programs/ delivery to commitment

Educating CoreTech organization through clear and direct Business/Horizontal VOC and champion process and product improvements Qualifications/Requirements: Basic Qualifications:

Bachelor’s Degree in Computer Science, Business, or related discipline. Masters’ degree or MBA preferred.

Minimum of 12 years of progressive experience and demonstrated success in Technical Program Management, Technical Product Management, solution architecture and/or technical product sales across multiple products, systems and/or platforms

Minimum of 8 years of experience leading multi-discipline technical or sales teams, preferably with international reach across multiple products.

Minimum of 5 years of experience of direct customer interaction and engagement.Eligibility Requirements:

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

Strong preference to have the candidate work out of an office located in Miami FL, Atlanta GA or Cincinnati OH Desired Characteristics:

Use Big Data to collect and analyze market information as well as how to present analysis and recommendations to drive strategic commercial decisions

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.

Able to identify and prioritize critical GE resources needed to further the sales effort, negotiating with stakeholders for utilization.

Able to maintain 2 – 3-year pipeline and integrate current NPI projects into future pipeline opportunities.Technical Expertise:

Establishes trust and empathy as an advisor to the client; Works collaboratively in pursuit of discovery to define a desired business outcome while also uncovering unknown business outcomes the client has not previously considered; Ensures that a plan is laid out to accomplish all outcomes.

Able to take products, services, solutions knowledge and connect them to customers’ objectives to develop differentiated opportunities; Draws upon non-traditional solutions; Constantly thinks out of the box & outside domain of expertise to develop creative solutions that meet ongoing customer needs.Business Acumen:

Coaches and mentors 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.

Coaches and trains others on how to manage account relationships to proactively identify and address client needs and convert competitive installs to GE solutions.

Viewed as a thought leader by strategic customers, invited to advise customers based on GE solution knowledge and industry/vertical expertise; Brokers introductions and relationship handoffs with customer C-Suite to other GE team members.

Interprets current trends and advances into future business opportunities. Creates a culture of customer focus and high performance to drive innovation. Understands industry trends and introduces disruptive solutions to revolutionize the industry.Leadership:

Establishes & communicates team members' roles in relation to their function and data; Shares knowledge, power and credit, establishing trust, credibility, and

Excels at not only identifying, convening, and leading business and channel partners toward a commercial end, but also at constructing deals in an economic way that make sense to each party through their own eyes; Through experience and understanding of key market drivers, able to engage business partner to fulfill customer needs in a way that is profitable to both CTCR and the business partner.Personal Attributes:

Communicates effectively with multiple levels of a customer’s business; Understands where to have less interaction once high level relationships have been established; Earns the trust of customers’ executive managers after advancing through the ranks of mid to low level managers; Possesses the ability to glean information from a variety of non-executive level stakeholders to spawn new conversations at the executive level.

Achieves and maintains direct involvement in customer discussions about expected business outcomes and benefits from the solution; advocates for the customer to have the right teams and capabilities in place to ensure critical success factors are met; Remains actively engaged until the customer realizes what the expected business benefits from the solution are and the necessary investment to achieve them.#DTR About Us: GE (NYSE:GE) drives the world forward by tackling its biggest challenges. By combining world-class engineering with software and analytics, GE helps the world work more efficiently, reliably, and safely. GE people are global, diverse and dedicated, operating with the highest integrity and passion to fulfill GE’s mission and deliver for our customers. www.ge.com GE offers a great work environment, professional development, challenging careers, and competitive compensation. GE is an Equal Opportunity Employer at http://www.ge.com/sites/default/files/15-000845 EEO combined.pdf . Employment decisions are made without regard to race, color, religion, national or ethnic origin, gender (including pregnancy), sexual orientation, gender identity or expression, age, disability, veteran status or any other characteristics protected by law. Locations: United States; Florida, Georgia, Ohio; Cincinnati, Atlanta, MiamiGE will only employ those who are legally authorized to work in the United States for this opening.

Company info

General Electric Company
Website : http://www.ge.com

Company Profile
GE {NYSE: GE} works on things that matter. The best people and the best technologies taking on the toughest challenges. Finding solutions in energy, health and home, transportation and finance. Building, powering, moving and curing the world. Not just imagining. Doing. GE works.

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