Digital - Channels - LATAM

Job description

3358991
Additional Cities

Houston, Miami, Mexico City, Monterrey, Sao Paulo, Brazil
Career Level

Experienced
Relocation Assistance

No
Business

GE Digital
Business Segment

Digital Ecosystem & Channels
Function

Sales
Country/Territory

Mexico, United States
Additional States/Provinces

Texas
Role Summary/Purpose

The Channels Director – LATAM will execute third party distribution strategies and plans for GE Digital’s Reseller / Channel business in Latin America. You will focus on managing a portfolio of channel partners who resell GE Digital’s products & services across the region. The Go To Market emphasis will principally be on Manufacturing customers across a variety of industries and GE Digital’s MES/Automation products (e.g. Plant Apps, Cimplicy, iFix, Historian, Predix MDC, etc).
Essential Responsibilities

Your responsibilities will include partner relationship management and business planning, orchestration of required partner support activities, and rigorous tracking of business performance against mutually agreed business metrics. This scope of this role includes developing and executing strategic Go To Market (GTM) plans for each partner and directing each partner relationship in an efficient/effective manner that maximizes Return on Investment (ROI) for GE Digital’s regional Channel Sales program.

You will also be responsible for the development of prospecting and recruitment campaigns to attract additional partners and build/expand a thriving GE Digital channel partner ecosystem in the LATAM region.

He/she will be responsible for managing executive and sales leader relationships Channel Partners as well as being the face of GE Digital to the customer on an as-needed basis. In some cases, the Channels Director may need to step in and take an active role in the selling process, supporting the Channel Partner and “leading by example”.

In this role, you will:

·  Reseller/agent and Solution Partner recruitment/onboarding

·  Engage directly with C-suite and senior management executives at Partners and mutual Customers

·  Outcome selling experience (not selling product)

·  Software selling experience across numerous manufacturing verticals

·  Development/Execution of Strategic Account Plan and Quarterly Business Reviews

·  Ensure channel partners have available and necessary tools, training, and resources for all new product releases and upgrades, with a scope including planning and execution of partner demo, sales and implementation training

·  Ensure GE compliance and risk guidelines are met at all times.

·  Manage Reseller/Agent model and competitive replacement programs

·  Stay abreast of active opportunities and update channel forecast for your region/partners in a timely fashion (daily, weekly) using the GED Salesforce.com (SFDC) opportunity tracking system

·  Report out monthly to key senior management stakeholders on channel development strategies and plan execution.

·  Coordinate with marketing/sales ops as required for on-going program execution

·  Coordinate voice of the customer activities and collaborating with Product Marketing for NPI

·  Ensure your partners each have a documented go to market strategy and an approved Business Plan with mutually-agreed measures of success (i.e. order/bookings, resource development, etc.)

·  Conduct Quarterly Business Reviews with your assigned partners and with GE Digital regional leadership.

·  Work with channel marketing and operations to execute integrated recruiting and on-boarding campaigns

·  Ensure channel partners have available and necessary tools, training, and resources for all new product releases and upgrades

·  Coordinate with marketing/sales ops as required for on-going program execution

·  Work with finance/sales operations to ensure performance targets are met, co-op payments, and commission payments are accurate and paid out in a timely manner
Qualifications/Requirements

Basic Qualifications:

·  Bachelor's Degree in Computer Science or “STEM” Majors (Science, Technology, Engineering and Math).

·  A minimum 10 years of professional experience.

Eligibility Requirements:

·  Must be willing to travel

·  Must be willing to work out of an office located in Mexico City, Mx , Monterrey, Mx OR Sao Paulo, Brazil while traveling 50% of time across LATAM and South America.
Desired Characteristics

·  Strong background in and understanding of resell / channel partner business models.

·  Deep domain expertise in high technology (software & hardware) industry

·  Experience within Manufacturing & Automation software across multiple verticals (Food & Beverage / CPG, Automotive, Paper, Steel, Chemical, etc.).

·  Exceptional oral and written communications skills

·  Strong analytical and process skills

·  Budget management skills

·  Strong results orientation, with a proven track record of meeting or beating personal goals

·  Ability to work cross-functionally and collaborate with multiple stakeholders

·  Willingness to travel up to 50% of the time.
About Us

GE (NYSE:GE) drives the world forward by tackling its biggest challenges. By combining world-class engineering with software and analytics, GE helps the world work more efficiently, reliably, and safely. GE people are global, diverse and dedicated, operating with the highest integrity and passion to fulfill GE’s mission and deliver for our customers. www.ge.com
GE offers a great work environment, professional development, challenging careers, and competitive compensation. GE is anEqual Opportunity Employer . Employment decisions are made without regard to race, color, religion, national or ethnic origin, gender (including pregnancy), sexual orientation, gender identity or expression, age, disability, veteran status or any other characteristics protected by law.
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 drug screen (as applicable).
Primary Country

United States
Primary State/Province

Texas