Job Information
GE Vernova Sr. Director Partner Ecosystem - System Integrator Business Development in Remote, California
Job Description Summary
The Senior Director Partner Ecosystem for System Integrators will be responsible for managing America’s system integration partners as well as being the GE Vernova manufacturing face to our system integration and engineering firm customers for GE Vernova’s industry leading manufacturing solutions. Responsibilities will include business development to grow the sales pipeline through partner influence, onboarding of new partners, partner performance and certification levels, lunch and learn programs, specification influence, analyst interaction, keynote speaking, and strategic initiatives with a focus on Automation, Historian, and MES enablement of the system integration ecosystem.
This role reports to the GE Vernova Chief Partner Officer within the Global Manufacturing Proficy Commercial team. Your responsibilities will include leading and contributing toward the development of the GE Vernova Proficy System Integration program and other strategic commercial partnerships within the region and key verticals such as Water, Food & Beverage, Consumer Packaged Goods, Automotive, etc.
As part of the Commercial team, you will work closely with Pre-Sales, Sales, Commercial Operations, Services, Product and Marketing, Deal Desk, Support, and Legal while supporting these Partners. In the team sport of Manufacturing sales, you will be the primary driver of partnership engagement for sales of software licenses and subscriptions to the market. The objective of every partnership 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
Develop and implement ecosystem partnership plans to identify and build relationships with relevant decision makers and influencers to enable effective two-way flow of information and resolution of issues. Manage ongoing relationships to ensure their needs are met, providing themes, summary analyses, and recommendations for changes based on partner input.
Initiate and lead the enablement and delivery of a program (e.g., demo, sales, implementation support) to give assurance that intended outcomes are identified and achieved. Ensure certified integration partners have available and necessary tools, training and resources for new product releases and upgrades.
Define appropriate metrics, assess activities, and recommend improvements based on metrics and analyses. Work with Commercial Operations to provide funnel and forecasting for integrators through our channel partners in SFDC.
Coordinate cross-functional teams (e.g., sales, marketing, products) to align implementation of initiatives around prioritized customer segments targeted by vertical integration partners (ie. Water/Wastewater, Food/Beverage, Consumer Packaged Goods, Automotive, etc.). which includes collaboration with marketing and product teams.
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.
Working with our marketing and product team regarding Analyst inquiries.
Create articles with key certified partners for Industry magazines and blogs.
Role includes channel and direct sales support for 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, partnerships with regional system integrators, and involvement with regional trade associations.
Has knowledge and awareness of competition such as Rockwell, Siemens, AVEVA, and Ignition and the factors that differentiate them in the market.
Uses sound 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 senior executive, engineering / architect, marketing & sales, training, etc.
Monitor ongoing project delivery for “in process” Customer projects involving our partners while also using tools like Dodge, ConstructConnect, etc. track specifications coming to bid, but also the stats on who is winning and why.
Develop internal and external marketing materials including “win stories” (internal - go to market focus) and “customer stories” (customer successes via GE Vernova APM partnerships).
Develop internal and external marketing materials including “win stories” (internal - joint go to market focus) and “customer stories” (implementation successes).
Support the execution of a joint mutual business plan for the top 5 partners that define target partnership outcomes and key metrics (using bowler KPIs) - including joint/influenced sales, training & skills development, implementation projects and customer success stories.
Actively promote digital products and solutions from GE Vernova and GE Business Units within companies such as Accenture, EY, Rovisys, etc. seeking out opportunities to ensure we are “top of mind” with targeted industry and business/sales leaders.
Required Qualifications
Bachelor's degree from an accredited university or college (or a high school diploma / GED with at least 10+ years of experience with channel or partner sales
This role requires advanced experience in selling Automation, Historian, and MES with 15+ years of experience
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.
Ability to deliver content as a keynote speaker for industry events.
Established project management skills.
MBA preferred
Industry association membership preferred, ie. ISA, MESA, AWWA
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 Vernova 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.
#LI-SG1
Additional Information
The salary range for this position is $137,760USD - $206,640USD. 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.
Healthcare benefits include medical, dental, vision, and prescription drug coverage; access to a Health Coach, a 24/7 nurse-based resource; and access to the Employee Assistance Program, providing 24/7 confidential assessment, counseling and referral services. Retirement benefits include the GE Retirement Savings Plan, a tax-advantaged 401(k) savings opportunity with company matching contributions and company retirement contributions, as well as access to Fidelity resources and planning consultants. Other benefits include tuition assistance, adoption assistance, paid parental leave, disability insurance, life insurance, and paid time-off for vacation or illness.
General Electric Company, Ropcor, Inc., their successors, and in some cases their affiliates, each sponsor certain employee benefit plans or programs (i.e., is a “Sponsor”). Each Sponsor reserves the right to terminate, amend, suspend, replace, or modify its benefit plans and programs at any time and for any reason, in its sole discretion. No individual has a vested right to any benefit under a Sponsor’s welfare benefit plan or program. This document does not create a contract of employment with any individual.
Additional Information
GE offers a great work environment, professional development, challenging careers, and competitive compensation. GE is an Equal Opportunity Employer (https://www.eeoc.gov/sites/default/files/2022-10/22-088_EEOC_KnowYourRights_10_20.pdf) . 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
#LI-Remote - This is a remote position