Job Description Summary

The Senior Director Partner Ecosystem for System Integrators will be responsible for managing America’s system integration partners as well as being the GE Vernova manufacturing face to our system integration and engineering firm customers for GE Vernova’s industry leading manufacturing solutions. Responsibilities will include business development to grow the sales pipeline through partner influence, onboarding of new partners, partner performance and certification levels, lunch and learn programs, specification influence, analyst interaction, keynote speaking, and strategic initiatives with a focus on Automation, Historian, and MES enablement of the system integration ecosystem.

This role reports to the GE Vernova Chief Partner Officer within the Global Manufacturing Proficy Commercial team. Your responsibilities will include leading and contributing toward the development of the GE Vernova Proficy System Integration program and other strategic commercial partnerships within the region and key verticals such as Water, Food & Beverage, Consumer Packaged Goods, Automotive, etc.

As part of the Commercial team, you will work closely with Pre-Sales, Sales, Commercial Operations, Services, Product and Marketing, Deal Desk, Support, and Legal while supporting these Partners. In the team sport of Manufacturing sales, you will be the primary driver of partnership engagement for sales of software licenses and subscriptions to the market. The objective of every partnership is to drive mutual business growth, deliver unparalleled customer success and position GE at the heart of the new Industrial Internet.

Job Description

Roles and Responsibilities

• Develop and implement ecosystem partnership plans to identify and build relationships with relevant decision makers and influencers to enable effective two-way flow of information and resolution of issues. Manage ongoing relationships to ensure their needs are met, providing themes, summary analyses, and recommendations for changes based on partner input.
• Initiate and lead the enablement and delivery of a program (e.g., demo, sales, implementation support) to give assurance that intended outcomes are identified and achieved. Ensure certified integration partners have available and necessary tools, training and resources for new product releases and upgrades.
• Define appropriate metrics, assess activities, and recommend improvements based on metrics and analyses. Work with Commercial Operations to provide funnel and forecasting for integrators through our channel partners in SFDC.
• Coordinate cross-functional teams (e.g., sales, marketing, products) to align implementation of initiatives around prioritized customer segments targeted by vertical integration partners (ie. Water/Wastewater, Food/Beverage, Consumer Packaged Goods, Automotive, etc.). which includes collaboration with marketing and product teams.
• 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.
• Working with our marketing and product team regarding Analyst inquiries.
• Create articles with key certified partners for Industry magazines and blogs.
• Role includes channel and direct sales support for quoting, proposals, marketing, deal desk, customer events, and customer facing requirements.
• Utilizes in-depth knowledge of Automation, Historian, and MES product lines, vertical markets such as Food & Beverage and Consumer Packaged Goods, partnerships with regional system integrators, and involvement with regional trade associations.
• Has knowledge and awareness of competition such as Rockwell, Siemens, AVEVA, and Ignition and the factors that differentiate them in the market.
• Uses sound 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 l