Director, Partners & Ecosystem
GENERAL ELECTRIC GE Digital
Location
Remote | United States
Job description
Job Description Summary
The Director, Partners & Ecosystem will be responsible for providing strategic leadership and driving top line growth for GE Vernova Software (GEVS) - Power Generation, Oil and Gas (PGOG) division. This role oversee responsibility for finding and cultivating commercially oriented partnerships including but not limited to; Global System Integrators (GSIs), Technology Alliance Partners & Independent Software Vendors (ISVs), Engineering Services firms, Value Added Resellers (VARs) and other Strategic Partners. This role will report the Chief Commercial Officer of the Power Generation, Oil and Gas business unit (BU) within GE Vernova Software and will lead a team of regional Partner Managers.
You will provide leadership in the development and execution of the overall global partner strategy and framework in collaboration with other functions within GEVS business and functions. As part of the Commercial team, you will work closely with Pre-Sales, Sales, Commercial Operations, Services, Product and Marketing. In the team sport of enterprise software sales, you and your team will be the primary driver of partnership engagement for the sale of software licenses and SaaS subscriptions to the market we serve including but not limited to: Traditional Power Generation, Renewables, Oil & Gas, Chem/ Petrochem, Mining & Metals et al. Lastly this role will oversee key strategic relationships with other GE Vernova BUs, namely Gas Power, Hydro and Nuclear to name a few.
Job Description
Essential Responsibilities:
- Create a global strategy and framework for Partners & Ecosystem and put in place all the necessary infrastructure, processes, tools, and people required to enable growth within the collective industries.
- Lead regional Partner Alliance Managers (PAMs), helping to identify and develop the right partnerships per sub-segment, per market as well as to deploy, central partnership frameworks, locally at the point of impact.
- Actively coach, guide and mentor team of globally dispersed direct reports
- Develop influential relationships and GTM strategies with strategic partners, including other GEs Vernova BUs.
- Operationalize pipeline and order forecast reviews with both your team and regional sales teams.
- Identify new / additional complementary product offerings which add value to the existing PGOG portfolio and aid software sales growth within our target verticals.
- Provide leadership and direction in developing PGOG software sales and revenue growth.
- Collaborate with multiple levels and job functions – including senior executive, engineering, marketing & sales, training, etc.
- Support the execution of joint per partner mutual business plans defining target partnership outcomes and key metrics - including sales, training & skills development, implementation projects and customer success stories.
- Publish regular partner scorecards and problem solve any gaps.
- Actively promote PGOG products and solutions to partner companies to ensure we are “top of mind” with their necessary leaders and influencers.
- Drive sales and revenue growth via VAR partnerships, globally and regionally.
- Work with customer base to identify and understand their preferred partner network and ecosystem.
- Monitor ongoing project delivery for “in process” customer projects involving our partners
- Work with Marketing to develop and promote “win stories” both internal - go to market focus - and external - “customer stories”.
Basic Qualifications:
- Bachelor’s Degree in business, engineering, technology, or related discipline. Preference for advanced degree.
- 10+ years of management experience in one or more related areas (alliances, professional services, software sales, marketing).
- Familiarity with enterprise-level software solutions in asset intensive industries
- Exposure to working within or partnering with large, Global Systems Integrators (GSIs)
- Willingness to travel 35 - 50%
Desired Characteristics:
- Expertise in developing and establishing mutually beneficial business relationships.
- Deep understanding of enterprise software sales. Ideally planning & orchestrating strategic deals from first call to signed contract.
- Experience in Asset Performance Management (APM), Carbon Management and / or other Sustainability solutions a plus.
- Selfless leader, putting internal and external partners first, to drive overall value external customers, GEVS and partner ecosystem.
- Consistent track record of leading a performing team - exceeding sales quotas and/or partner development goals and objectives.
- Ability to effectively communicate and influence solution direction to both technical and non-technical audiences alike across all organizational levels.
- Exceptional interpersonal and communication skills with ability to quickly build credibility both internally and externally.
- Strong negotiation and sales skills.
- Fast learner. Creative doer. Bias for action.
- Prior work experience as an employee at one or more of GE Vernova BUs, a company operating in an asset intensive industry, or as someone who has worked closely with these organizations.
- Prior experience leading sales of contracts / products with technical content of substantial value is preferred.
- Complex sales, Value / Solution selling methodology training.
- Thrive in fast-paced, uncertain environments.
- Strong personal integrity and professional standards.
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 Digital 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. Available benefits include be Health, Medical, 401K, and Paid Leave.
Additional Information
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.
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
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