The Enterprise Commercial BD is a senior leadership position that reports directly into the Americas General Manager. In this role, you will lead large-scale commercial growth initiatives that span across our region and across product lines, jointly with our wider commercial organization. You will be accountable for driving long-term growth, delivering current fiscal year targets and building the pipeline 2-3 years out.
The successful candidate will manage the non-technical business disciplines to include tender strategy, pricing and commercial/legal negotiations of large enterprise deals, translating the GridOS journey to customer outcomes. In addition, the candidate will drive standardization within the region in alignment to global initiatives.
The ideal candidate will be a motivated and proven leader who can inspire a diverse, cross-functional teams, as well as someone who can lead successfully with influence. You will have strong commercial expertise, as well as strategic leadership and change management skills to navigate through the transformation of a traditional long-cycle project business to a value-driven software business.Job Description
Essential Responsibilities:
Driving the commercial strategy to deliver growth in enterprise deals:
- Focus on creating a pipeline of revenue in out years (not necessarily in the current fiscal year).
- Contribute to the region goals for orders (plus cash/profitability) and be accountable for regional targets.
- Responsible for the forecast management for the deals in scope.
- Ensure alignment of short-term business execution to long term commercial strategic growth plan.
- Develop growth and expansion plans for key signature and target accounts by adoption of our GridOS roadmap and customer account plans.
- Participate in account planning sessions ensuring GridOS journey is mapped with clear enterprise-wide deals identified.
- Drive Enterprise deals and planning with key customers to ensure a consistent pipeline of opportunities in future years.
- Engage customers in POCs on key offerings, so that revenue generating contracts can follow in out years after the POC.
Leadership for enterprise deals & pipeline:
- Drive and / or support business development actions with support from the wider commercial teams from the early stages of identification opportunities.
- Partner with cross-functional teams (namely Sales, Tech Sales, CommOps, Services, Product Management, and Engineering) to structure and deliver winning proposals.
- Lead deal reviews in accordance with underlying delegation of authority, up to ESW corporate level.
- Identify & structure resources to support tender preparation and submission.
- Provide hands-on leadership for the deals you are following and support development of high performing ITO teams.
Negotiations for large and complex tenders:
- In conjunction with sales and CommOps, drive the clarification and customer discussions of enterprise offers.
- Lead the deal negotiation process for signature accounts and key selected targets.
- Support OTR team with partners strategy and negotiations.
Contribution to the improvement of and compliance with processes:
- Owner of end-to-end Enterprise Deal process in Americas region for identified deals.
- Ensure standardization of processes and methodology within the region and across the globe.
- Support improving regional operating metrics, such as productivity, proposal throughput, cost accuracy, or cycle time measures.
- Ensure continuous & effective communication between all stakeholders
Qualifications/Requirements:
- Bachelor’s degree from an accredited university or college.
- Strong business and commercial acumen. Purpose led, value driven leader with a track record of delivering orders growth with 10+ years’ of leadership experience in commercial, project delivery and sales.
- Experience with software products and services.
- Ability to direct complex daily activity of multiple work streams, focused on issue resolution.
- A good understanding of contract management principles, the ability to manipulate and "shape" deals and formulate.
- Willingness to travel on occasion.
Desired Characteristics:
- Passionate about driving change/influence across cross-functional and organizational boundaries.
- Exceptional interpersonal skills – ability to synthesize complex issues and communicate in simple messages.
- Solid professional reputation and experience in building strong customer relationships and delivering customer-centric solutions.
- Innovative, creative, growth mindset.
Additional Information
The salary range for this position is 137,760.00 - 172,200.00 - 206,640.00 USD Annual. 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 sales incentive performance bonus of 30%. Available Health and Welfare benefits include, Prescription drug, dental and vision coverage; saving account options (such as a Health Care Flexible Savings Account, Health Reimbursement Account, Limited Purpose Flexible Spending Account, and Dependent Care Flexible Spending Account); and an employee assistance program. Additional Benefits include a defined contribution 401(k) plan, employee life insurance, optional dependent life insurance, employee accidental death or dismemberment insurance coverage, short-disability, optional long-term disability, pre-tax transportation/commuter program, paid holidays, paid time off, parental leave, a layoff plan for salaried employees, tuition refund program, use of CareLoop, adoption assistance, optional identity theft prevention insurance, optional person legal assistance, and optional personal excess liability insurance.
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 InformationGE Vernova offers a great work environment, professional development, challenging careers, and competitive compensation. GE Vernova 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 Vernova 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
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