Global Sales Leader, Power Digital Solutions

San Ramon, California
03 Oct 2016
22 Oct 2016
Oil and Gas
Contract Type
Full Time
Our Digital Solutions Global Sales Leader ("Global Sales Leader") will be accountable for building a core software outcome-based commercial capability to commercialize software and analytics solutions from on premise to cloud based solutions for GE Power. S/he will accelerate software and services sales and business development opportunities by workin

Essential Responsibilities

As our new Global Sales Leader you will:

Be recognized within the Energy market as a key thought leader in driving all levels of strategy, vision and execution to deliver on the Commercial mission.
  • Define, build and implement a Global/Local commercial strategy for Software (i.e. commercial models, pricing strategy, etc.) connected or separate from current offerings.
  • Build, lead and mentor a team of global solutions sellers; attract and retain high-performing sales talent.
  • Bring deep outcome selling experience and skills to lead GE's outcome selling approach at each of our strategic customers to drive growth in sales and operating profit; define and execute highly complex deals.
  • Lead customer engagement at the C-level to introduce our vision, link customer business objectives to KPI and align KPI to measureable outcomes and quantifiable value.
  • Provide feedback and insights to shape and enhance the product and solution portfolio working alongside the BD, product management & ecosystem leader
  • Develop the go to market strategy with the marketing team, via channels, consultants, partners or direct.
  • Lead outcome selling account planning process with strategic accounts to establish a deep understanding of their business outcomes and needs, and align and quantify our value proposition with our customer's specific business outcomes,
  • Establish and drive critical milestones and align our sales, services, support teams and executives with the correct decision-makers and influencers across our customers' Executives, Traders, Asset Managers and Plant Managers to drive desired outcomes.
  • Partner with Commercial teams to maximize revenue opportunities aligned with maximizing customer outcome value (i.e. outcome selling, subscription, HW/Services/SW upsell opportunities, etc.).
  • Represent Power Digital at corporate and external conferences/events as a recognized industry expert; interfacing with analysts and other external constituents.
  • Meet and exceed assigned quarterly and yearly sales and strategic account objectives in targeted customers.
  • Leverage Commercial teams' deep knowledge of customer organizational dynamics (i.e. key decision-makers and influencers).
  • Be a creative problem solver and generate ideas that will benefit the company; recognize opportunities within the market and quickly mobilize to take advantage of those opportunities by creating, articulating and executing against the strategic plan.
  • Educate, train and develop current power sales talent in outcome based selling.


  • Minimum 15 years' leadership experience in software sales, business development, sales strategy and/or related software services sales.
  • A minimum of 10 years in a global sales and/or BD role.
  • A minimum of 5 years of relevant energy/power generation industry experience.
  • Degree in business, engineering, computer science, marketing or related discipline.
  • Ability to travel 50%+.
  • 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 background investigation and drug screen.

Additional Eligibility Qualifications

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 background investigation and drug screen.

Desired Characteristics

  • Deep experience with power generation products and services
  • Thought leadership, comfortable with market and technology trends, uncertainty, develop content and domain expertise; articulate with ability to tell a compelling story and vision
  • Demonstrated success as a software solutions consultant at the C-suite level; strong executive presence
  • Proven track record of sales success: achieving/over-achieving quotas, building out new markets, etc.
  • MBA degree
  • Significant expertise in customer/market-facing software sales positions as an individual contributor and a sales leader
  • Ability to build deep trust with internal teammates and end-customer executives
  • Strong desire to train and enable sales professionals to embrace and use solution selling approaches that compel end customers to adopt and implement software to solve more strategic, comprehensive, mission critical business problems
  • Desire and ability to lead, advise, coach and mentor sales professionals through a process of hands on training and real world "joint" selling
  • Technical acumen to interface with technologists, understand complex concepts and translate in a way that businesses or industry can understand
  • Influential individual with the ability to partner, energize, and inspire.
  • Strong demonstrated oral presentation and written communication skills.
  • Can manage through ambiguity and a complex matrix environment