Enterprise Strategic Account Executive - AEP

Job Description Summary

The Enterprise Development, Growth, and Excellence (EDGE) team is an enterprise-focused organization that empowers GE Vernova to outperform peers by accelerating and delivering integrated value greater than the sum of its individual business segments. The Customer Solutions team within EDGE focuses on on our most strategic customers, projects, and countries.

The Enterprise Strategic Account Executive (ESAE) within Customer Solutions will serve as the GE Vernova (GEV) central point of contact for AEP, supporting the value proposition for the entire GE Vernova portfolio by developing and maintaining a deep understanding of our customer's culture, needs, business objectives, and business strategy.

Developing and maintaining high levels of customer satisfaction is the primary responsibility of this role. In this role, the leadership of all aspects of account management will be required including but not limited to, defining the business model, promoting and selling of solutions, and ensuring one GEV face to the customer to support increased customer satisfaction and shareholder value for both GEV and the Customer.

As a team, we are focused on making sure the customer feels that GEV is:
• Easy to solve problems with - we actively listen and relentlessly respond to provide resolution across ITO and OTR processes. This builds trust.
• Easy to do business with - after we've solved problems, we make transactions and the relationship easier and we have earned our right to win - thus, securing a competitive advantage for GEV.
• Easy to plan the future with - at this stage, we are a strategic partner and GEV solutions are a deep part of the customer's portfolio and top of mind for their future vision.

Job Description

Essential Responsibilities

As the Enterprise Strategic Account Executive, you will:

• Own the Customer Relationship from the C-suite down, facilitating and advocating for both GEV and the customer and ensuring executive sponsorship is valued and provided by both organizations
• Majority of time (both virtually and travelling) will be spent inside GEV coordinating with sales, technical, project management, quality, and senior management teams on the following: customer communications, quality/feedback/problem resolution, customer account plans and summaries, and executive meetings to ensure the customer receives the highest possible quality at every touch point.
• Fully understand the customer's business, market, competition, as well as GEV business unit priorities and growth initiatives.
• Develop a strategic account plan jointly with the customer and business unit account teams that includes proactive growth objectives, internal/external relationship heatmap, and critical to customer satisfaction issues
• Represent the entire GEV portfolio and support collaboration across business units for opportunities which require complex or multi-P&L solutions.
• Plan and lead yearly strategic business reviews with senior GEV leaders and the Customer's C-Suite;
• Collaborate with GEV's Customer Experience Leader to Facilitate the annual NPS survey and orchestrate feedback/action plan.
• Set Operational KPIs (inclusive of quality and commercial Key Performance Indicators/ Targets to Improve (KPIs/TTIs)) between the key account and GEV.
• Collaborate with GEV's Customer Quality Leader and BU quality teams to understand key pain points with GEV product/services quality and drive transparent communication and resolution.
• Bring a focus on customer satisfaction to all processes and interactions.
• Collaborate with GEV's Enterprise Sales Operations Leader to leverage standard work, operational data, and metrics to monitor the health of the customer relationship, alignment with GEV priorities, and overall growth and profitability of the account

• Orders & Backlog
• Profitability, both as sold and as executed
• 3-year pipeline
• Customer experience, through NPS and other customer satisfaction metrics
• Customer Safety, Quality health scorecard (major events, reputational events, NPS/CX feedback action to closure), and Delivery
• Service/availability of GEV equipment
• Share of wallet

• Bachelor's degree in business, engineering or related discipline from an accredited university or college.
• Minimum 10 years of additional experience in direct sales/commercial, marketing, account management or other EPC/end user customer or supplier-facing role.
• Minimum 10 years of experience in the energy, power generation, and/or renewables industry.
• Strong financial management skills with knowledge of market economics and competitive landscape, including deep knowledge of the energy market, including energy production (renewables, natural gas, etc.), transmission, storage, and consumption.
• Demonstrated success developing and maintaining GEV cross-business relationships at multiple levels.
• Demonstrated ability to influence both internal and external stakeholders.
• Demonstrated success in developing and maintaining effective customer relationships at C-suite level.
• Demonstrated strength in interpersonal, written, presentation and communication skills, with all business levels including senior leadership.
• Team leadership experience.
• Proven ability in developing and implementing a business strategy or blueprint.
• Ability to speak and interact in the local language of the Customer.
• Ability and willingness to travel up to 30%-75% of the time, as required.

• Advanced degree or MBA
• Proximity to the Customer Center of Competence or willingness to relocate.
• Experience as the lead account manager/ leading an account team with identified key customers who have broad product portfolios.
• Strong team player with interpersonal, communication, influencing and team building skills.
• Strong customer-orientation focus and passion to win.
• Problem Solver - works closely with internal and external teams to bring solutions to complex and tense problems.
• Ability to lead- ability to influence and drive results as team member as opposed to command and control.
• Proven record of success working in a multicultural, regional, cross functional team.