Principal Account Manager

Job Description Summary

We are currently seeking a dynamic and driven Principal Account Manager. In this role, you will have the exciting responsibility of engaging Utility customers at all levels, providing invaluable support in their grid management and modernization strategies. Whether it's enhancing grid reliability, accelerating the energy transition, or optimizing operating costs, you will serve as their trusted advisor, harnessing the power of GE Digital's Grid Portfolio.

As a key member of our sales team, you will collaborate closely with internal cross-functional teams to craft comprehensive, multi-year solutions that span our diverse portfolio of offerings. The deals you'll handle will range in size from 1M to 20M+ dollars, highlighting the substantial impact you'll have on our business and the utility industry at large. To excel in this role, you should be comfortable and adept at building strong relationships at the executive level.

• Sales Funnel Development - Creating and driving account opportunities from prospecting to closure using tools and teams available to drive customer success with GE solutions. Define appropriate sale stage metrics, strategic account planning, account activities assessment, organizational charting, and customer outcomes. Work with Commercial Operations to analyze funnel and drive accurate forecasting for all opportunities in SFDC (Salesforce CRM tool).
• Client Relationship Management - Maneuver comfortably through complex policy, process, and people-related organizational dynamics. For example, appreciates the main elements of the organizational culture and politics; gives others advice on how to operate effectively. Brings initiatives to the attention of those who can act as champions and advocates.
• Uses judgment and has some ability to propose different solutions outside of set parameters to address more complicated, day-to-day problems with projects, product lines, markets, sales processes, or customers. Ability to prioritize information for decision making. Uses technical experience and analytical thinking. Uses multiple internal and limited external sources outside of own teams to arrive at decisions.
• This role will mainly be an individual contributor which requires strong interpersonal skills. Acts as a resource for colleagues with less experience. May lead small projects with low risks and resource requirements. Explains information; developing skills to bring team members to consensus around topics within field. Conveys performance expectations and may handle sensitive issues.
• Be comfortable spanning multiple levels and job functions - including the C-Suite, senior executive, engineering / architect, marketing & sales, training, etc.
• Monitor ongoing project delivery for "in process" customer projects that ultimately lead to larger rollouts and expansion across throughout an account enterprise.
• Uses comprehensive knowledge and skills to act independently while guiding and training others to align the client's sales process with their organization's sales process, including the key influencers/sales team members when appropriate.
• Understands customer processes; Manages customer/org team alignment; Manages customer/org process alignment.
• Coordinate cross-functional teams (e.g., sales, marketing, products) to align implementation of initiatives around prioritized customer segments targeted by channels. Coordinate with marketing/sales ops
• For any jointly managed accounts, supporting the selling motion that goes either through the software representative model and/or the resell model using distributors to drive new opportunities and larger GE Digital solution footprints.
• Discipline in CRM (Salesforce), sales processes process such as NEAT selling methodology, and uses analytical thinking and commercial experience to execute strategy to drive growth.

• Bachelor's degree from an accredited university or college (or a high school diploma / GED)
• 7+ years of Energy, Utility, Power, or other related industry experience.
• 10+ years of Enterprise Software Sales experience.

• Strong communication skills to present key value props and key issues to internal and external stakeholders.
• Strong collaboration skills - complex deals with long sales cycles will require you to leverage and communicate clearly with multiple internal teams.
• Ability to learn and adapt to develop GTM strategies to reach new customers.
• Ability to engage with customers to draw out key priorities and obstacles in order to discuss solutions and value that will be a move a customer to engage further.
• Ability to work with GE teams to create new offerings and approaches to engage and sell new customers.
• Transitions to becoming a trusted advisor who is not afraid to identify challenges the customer faces internally and provide assistance in overcoming them.
• Achieves and maintains direct involvement in customer discussions about expected business outcomes, benefits, and value from the solution
• Identifies and prioritizes critical GE resources needed to further the sales effort, negotiating with stakeholders for utilization, and delivery to the customer to achieve a technical win.
• Identifies and coordinates owners, sponsors, timelines, actions and deliverables for the deal, from proposal preparation until contract closure
• Understands people's roles, can foresee obstacles, identify workarounds, leverage resources and rally teammates