APAC GE Vernova Partnership and Alliances Manager - Power and Energy Resources Software

Job Description Summary

APAC GE Vernova Partnership and Alliances Manager - Power and Energy Resources Software is responsible for managing the overall Sales and market development effort supporting our GE Electrification Software business in the Energy sector to ensure attainment of revenue and growth targets across the APAC region in collaboration with GE Vernova Business units. In this Sales position, the GE Vernova Partnership and Alliances Manager will be acting as an Individual Contributor and responsible for identifying sales opportunities in conjunction with GE Vernova Busienss units (e.g. Gas Power, Steam Power, Consulting, Grid Solutions) within existing and new accounts, drive key activities, including prospecting, strategy and account planning, executive relationship development and discovery assessments. You will work closely with other staff members in GE Electrification Software, other GE Entities and Local Partners to drive growth in services, software, and value-driven revenue generation. You will partner closely with leaders to drive the creation and development of an overall sales readiness vision for the territory

• Establish a deep understanding of the ongoing GE Vernova customer engagements, identify the customers' business needs by creating value to customers for our Software Digital Solutions footprint.
• Together with GE Vernova business units, prospect and drive business prospects and / or retain and penetrate existing customers in order to drive growth.
• Develop and drive the strategic growth vision and targets through joint work with New Units, CSA's as well as participating in essential operating rhythm processes with sales leadership, product management, engineering and services.
• Responsible for earning customer trust through value driven engagements and solid execution - establish win/win partnerships and deepen relationships.
• 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.
• Implement the execution framework on identified opportunities, which includes the orders forecasting to deal closure.
• Establish, cultivate and maintain customer relations at appropriate decision-maker levels. Drive the development of sales opportunities and coordinate with the business lines sales support groups.
• Drive Commercial process improvements and leverage tools for growth (SFDC, etc). Analyzes sales pipeline and maintains an array of opportunities to ensure that sales goals are achieved
• Proactively grows and maintains 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 Power Generations including contracts, LTSA's CSAs as well as Gas Power product portfolio. .
• Has and maintains a working knowledge of market landscape and the factors that differentiate them in the market.
• Expectation of a willingness to travel to customer locations and GE offices at a minimum of 75% of the time to fulfil duties.

• Bachelor's Degree in business, science, engineering, technology or related discipline.
• 10+ years' experience in enterprise software sales, management consulting, or strategic planning
• Sales and Industry experience in Power Generation with knowledge of services contracts such as LTSA's and CSA's.
• Proven track record of value selling and handling critical thinking.
• Proven track record of sales success, achievement and enterprise account management.
• Understand the various financial instruments used by customers to conduct business.
• Strong negotiation and sales leadership skills.
• Proactively identifies market trends via assessment of data to enable you in making strategic recommendations.
• Identifies and prioritizes critical resources needed to further the sales effort, negotiating with all client and internal stakeholders
• Excellent communication is essential to the success of this role.
• Asset Performance Management domain knowledge and expertise a plus

• Manages and possesses working Power Generation, knowledge and skillset.
• Strong interpersonal skills, including creativity and curiosity with ability to effectively communicate and influence solution direction to both technical and non-technical audiences alike across all organizational levels
• Prior experience selling contracts / products with technical content of substantial value is a plus.
• Value Solution Selling methodology training
• Fast learner willing to learn the complete GE Digital portfolio and offerings