Senior Staff Account Manager - Digital Sales Direct

  • GE
  • Nigeria
  • Nov 07, 2018
Full Time Sales

Job Description

Role Summary:

The Digital Sales Manager will be responsible for identifying sales opportunities within existing and new accounts, managing discussions and solving conflicts with clients and meeting time deadlines for customer accounts among other responsibilities. S/he will drive key activities, including prospecting, strategy planning, executive relationship development, discovery assessment, pilot and SmartStart program’s and lead the commercial process for fullstream opportunities.

Essential Responsibilities:

  • Develop a solution selling framework for BHGE business — tailor deal lifecycle, enablement deliverables, required resources, technology support, maturity model, sales methodology etc.
  • Establish a deep understanding of customers’ business needs by creating value to customers for our solution footprint
  • Add value to the customer’s business and maintain a goal oriented approach to the business partnership
  • Demonstrate customers how they benefit by partnering with BHGE and how our solutions deliver results
  • Aggressively develop and drive a sustainable commercial and solution strategy across multiple customer divisions and geographic poles that is aligned to the agreed account goals.
  • Develop and execute an Account Playbook that formalizes the “go high / go low” strategy for the Enterprise account. Where applicable, develop a joint Governance process with executive sponsorship that aligns along the following pillars – Commercial, Product/Technology, Implementation and Support.
  • Analyzes sales pipeline and maintains an array of opportunities to ensure that sales goals are achieved
  • Actively grow and maintain a multi-year account plan that will be shared globally with parts of our business including Marketing, Product Management, Sales, Professional Services, and the Development teams to ensure coordination across the business.
  • Ensuring a Professional Sales Experience for customers during all aspects of sales process and touch points including: Formal meeting agendas, formal follow-up stating sequence of events and next steps in writing, and issue resolution in a timely fashion.
  • Formulates the winning proposals based on a cohesive strategy that leverages deep knowledge of industry, customer and BHGE product lines across fullstream.
  • Analyze market data and present findings and recommendations in a way that is easy and simple for management to make decisions and act quickly; Links analysis to overall business objectives and strategies.
  • Independently creates an effective digital engagement strategy that collects market knowledge and engages others; Develops processes to measure effectiveness of efforts in terms of using market knowledge to predict buying decisions.
  • Proactively identifies trends via data analysis and makes strategic recommendations as appropriate.
  • Manage account relationships to proactively identify and address client needs and converts competitive installs to BHGE solutions; Seen by client as strategic partner who brings values and solutions to address clientsâ business needs.
  • Able to consistently lead the process to develop winnable strategies; Creatively uses resources to anticipate and solve problems, resulting in innovative solutions that result in customer and BHGE satisfaction, and finds alternative beyond the obvious.
  • Develops and executes integrated, multi-faceted communications that provide the audience with concise facts; Addresses business concerns and presents the implications of various alternatives; Presents in a manner that is compelling, engaging, and relevant to senior leadership and customers.
Qualifications/Requirements:
  • Bachelor’s Degree in business, marketing or related discipline
  • 10+ years of software industry experience minimum with proven track record
  • Legal authorization to work in the South Africa or Nigeria or Angola is required. Final job location depends on candidate selected.
  • Must be willing to travel, depending on business requirements.
  • Must be willing to work out of an office located in South Africa or Nigeria or Angola
Desired Characteristics:
  • Strong interpersonal skills, including creativity and curiosity with the ability to effectively communicate and influence solution direction to both technical and non-technical audiences alike across all organizational levels
  • Proven track record of account management and sales success.
  • Understand the various financial instruments used by customers to conduct business.
  • Strong negotiation and sales leadership skills.
  • Prior experience selling contracts/ products with technical content of substantial value preferred.
  • Strong complex sales background at an enterprise software selling environment.
  • Able to consistently lead the process to develop winnable strategies; Creatively uses resources to anticipate and solve problems, resulting in innovative solutions that result in customer and BHGE satisfaction, and finds alternative beyond the obvious.
  • Develops and executes integrated, multi-faceted communications that provide the audience with concise facts; Addresses business concerns and presents the implications of various alternatives; Presents in a manner that is compelling, engaging, and relevant to senior leadership and customers.
  • Communicates effectively with multiple levels of a customers business; Understands where to have less interaction once high-level relationships have been established; Earns the trust of the customer executive managers while advancing through the ranks of low to mid-level managers; Possesses the ability to glean information from a variety of non-executive level stakeholders to spawn new conversations at the executive level.
  • Uncover and articulates critical success factors necessary for the customer to acquire, implement, and utilize a solution; Assists customer in identifying shortcomings, even when they could delay a commercial decision; Utilizes BHGE experts to propose creative ways for the customer to master the critical success factors and trends.
  • Establishes trust as an advisor to the client; Works collaboratively in pursuit of discovery to define a desired business outcome while also uncovering unknown business outcomes the client has not previously considered; Ensures that a plan is laid out to accomplish all outcomes.
  • Proactively identifies pipeline risks and develops mitigation plans; proactively share âbest practice to improve pipeline efficiency. Helps to develop sales team relationships with key contacts; Communicates pipeline issues to sales team; Identifies key issues with sales forecasts and focuses resources/ assistance where appropriate.
  • Able to take products, services, solution knowledge and connect them to customer objectives to develop differentiated opportunities.
About Us:

Baker Hughes a GE Company (BHGE) is a world leader in advanced technologies and services with over 65,000 employees in more than 120 countries supporting customers across the industry - from extraction to transportation to end use. Our unrelenting commitment to the environment, health and safety, quality and integrity defines us: it's The Way We Work.

We develop smart solutions for our customers across the oil and gas value chain delivering the innovation, customized service solutions, training programs and technology that helps them to maximize their efficiency, productivity and equipment reliability. We partner with our customers to develop their next generation workforce; help them to fully benefit from the megatrends of natural gas, the growth of subsea and hard-to-reach reserves and the revolution in asset health management.

BHGE offers a great work environment, professional development, challenging careers, and competitive compensation. BHGE 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.

Locations: Angola, Nigeria, South Africa; Johannesburg, Lagos, Luanda, Nairobi, Accra