Digital Sales Leader

06 Oct 2016
03 Nov 2016
Oil and Gas
Contract Type
Full Time
Our new Digital Sales Leader will accelerate software and services sales in conjunction with the Regional Account teams targeted at our most strategic customers. You will bring to this role the demonstrated ability and desire to drive transformational customer software solutions that allow customers to better manage and enhance the profitability of their business.

Essential Responsibilities

As our new Digital Sales Leader, you will have exceptional outcome selling skills and a curiosity to understand business models, markets and operational profiles. You will be able to establish a deep understanding of our customers' most important business outcomes and will partner fully with Power's Regional Account teams as a software specialist to align our current SW/HW/Services offerings and product roadmaps to materially impact our customers' current and future business needs. The position requires exceptional executive influencing skills with C-level decision-makers to drive new thinking about how they run their business.
In addition, as our new Digital Sales Leader you will:
• Bring deep outcome selling experience and skills to this role to lead GE's outcome selling approach at each of our strategic customers to drive growth in PS (Power Services) region orders, sales and operating profit
• Lead outcome selling account planning process with each strategic account to establish a deep understanding of their business outcomes and needs, and align and quantify our value proposition with our customers' specific business outcomes
• Work closely with current Account teams to 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
• 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
• Leverage Regional Account teams' deep knowledge of customer organizational dynamics (i.e. key decision-makers and influencers)
• Partner with Region Account teams to maximize revenue opportunities aligned with maximizing customer outcome value (i.e. outcome selling, subscription, HW/Services/SW upsell opportunities, etc.)
• Meet assigned quarterly and yearly sales and strategic account objectives in targeted customers
• Provide feedback from customers, market knowledge and other insights gained to further enhance and improve our services offerings
• Educate, train and develop current PS sales talent in outcome based selling
Success Criteria:
Major personal performance objectives for this role in the first 12 months are:
• Define strategic customers
• Close a number (4-5) of deals in a manner that shows a new way of outcome based selling, pulling together SW/HW/Services
• Define business cases and repeatable processes which PGS can further execute on.


• Proven years of experience in software sales and related software services sales, including relevant energy/power generation industry experience
• Bachelor's Degree in business, engineering, computer science, marketing or related discipline
• MBA Degree or equivalent knowledge and experience
• Any offer of employment is conditioned upon the successful completion of a background investigation

Applications from job seekers who require sponsorship to work in the UK are welcome and will be considered alongside all other applications. However, non-EU/EEA candidates may not be appointed to a post if a suitably qualified, experienced and skilled EU/EEA candidate is available to take up the post, as the employing body is unlikely, in these circumstances, to satisfy the Resident Labour Market Test. For further information please visit the UK Border Agency website

Desired Characteristics

• Experience with power generation products and services
• Demonstrated success as a software solutions consultant at the C-suite level
• Proven track record of sales success
• Significant expertise in customer/market-facing software sales positions as an individual contributor and 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