Senior Sales Specialist

Summary

The primary responsibility of the role is to identify, qualify and grow sales and the customer base in the Transmission and Distribution domain in the Europe and Middle East region for GridOS Connect/Utilihive products and associated services. In collaboration with the broader GE Digital organisation as well as the other GE businesses, build business and customer relations in relation to GridOS products and services, and transform into an order pipeline for GridOS products and services.

Job Description

The primary responsibility of the role is to identify, qualify and grow sales and the customer base in the Transmission and Distribution domain in the Europe and Middle East region for GridOS Connect/Utilihive products and associated services. In collaboration with the broader GE Digital organisation as well as the other GE businesses, build business and customer relations in relation to GridOS products and services, and transform into an order pipeline for GridOS products and services.

Essential Responsibilities

The person may be designated specific opportunities to manage directly and will support existing account management teams. Targets will be defined for both Sales quota in the assigned territory and for the opportunities managed directly.  Develop new market and customer opportunities within existing Key Accounts and potentially new customers and segments.

• Operate with autonomy but subject to standard sales practices and procedures. Make and support decisions within a defined cross functional governance framework.
• Apply and utilise technical skills and analytic thinking required to solve problems. Pro-actively listen, learn and empower others to be successful and to inspire and lead to drive accountability and to deliver results with absolute integrity.  
• Develop in-depth knowledge of sales territory, product lines, markets, sales processes or customer groups. Use prior experience and acquired commercial expertise to execute policy/strategy.
• Engage and build customer relationships and communication at all levels in ERCIS region
• Conduit for solutions, detailed understanding of customer's business model and how GE can continue to deliver added value to the customer. In-depth understanding of key business drivers; uses this understanding to accomplish own work as well as work within co-dependent teams.
• Matrix with existing functional and P&L teams to achieve growth objectives.
• Collaborate with product lines to share and develop strategies to be successful in all products and markets and to share expected customer outcomes and success criteria. Assist in the go-to-market strategy for new software products, services or offerings, providing feedback on product development needs, market trends, pricing and competition.
• Orchestrate the answers to RFP and spontaneous or unsolicited offers with respect to the process in place.
• Support Negotiations of contracts and close deals.
• Provide detailed and accurate sales forecasting; compile information and data related to customer and prospect interactions.
• Individual contributor role, with proven interpersonal skills.

Qualifications/Requirements

• Degree in Business, Engineering or other technical or business field. 
• Demonstrable record of C-suite technical and commercial presentation skills.
• Extensive consultative and software sales experience in the Energy Utilities business.
• Knowledge of Information Technology (IT) and Operating Technology (OT) industries (software products, markets, technology trends).
• Knowledge of energy value chain, the transmission and distribution segment, including technology trends and future challenges.
• Working knowledge of Energy sector regulatory incentives and innovation mechanisms.
• Customer oriented/Growth mindset.  
• Credibility on different key customer relationships and to promote win-win sales strategies.
• Developmental sales acumen with strong verbal/written communication and presentation skills. Experience of supporting negotiating & closing tasks.
• Strong interpersonal skills with emphasis on relationships /team building.
• Unyielding commitment to integrity and the GE values.
• Proactive work style, creativity, energy. Ability to multi-task and work under pressure in a distributed, pan-European and matrix sales structure. Self-starter with high energy level is key to success in this position. 
• Language: fluent in English, other European language(s) will be beneficial.
• Availability for frequent travels to customer locations and other GE properties, with occasional overseas travel.

Desired Characteristics

• Software, SaaS and Cloud Services sales experience to large corporations.
• Integration services sales experience to large corporations.
• Understanding  of business drivers in regulated industries.
• Strong oral and written communication skills. Demonstrated ability to analyze and resolve problems. Ability to document, plan, market, and execute programs. Established project management skills.