Partner Alliances Director, Global Channels
Company: General Electric
Location: San Ramon, California
Posted: December 06, 2017
Reference ID: 3038298
GE is the world's Digital Industrial Company, transforming industry with software-defined machines and solutions that are connected, responsive and predictive. Through our people, leadership development, services, technology and scale, GE delivers better outcomes for global customers by speaking the language of industry.
At GE Digital, we are creating technology and solutions to enable social, mobile, analytical and cloud capabilities for the Industrial Internet. The Industrial Internet is an open, global network that connects people, data and machines. It's about making infrastructure more intelligent and advancing the industries critical to the world we live in. At GE, we believe it's about the future of industry-energy, healthcare, transportation, manufacturing. It's about making the world work better. GE is transforming itself to become the world's premier digital industrial company, executing critical outcomes for our customers. Explore how you can drive greater asset reliability, lower operating costs, reduce risk and accelerate operational performance with our Predix platform and software solutions.
GE offers a great work environment, professional development, challenging careers, and competitive compensation. GE is an Equal Opportunity Employer at http://www.ge.com/sites/default/files/15-000845%20EEO%20combined.pdf . 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.
Reporting to the VP of Channels, the Partner Alliances Director will work with a primary focus in one of 3 key channel areas: (1) supporting strategy and execution of existing global channels, (2) develop and execute first couple new channel model relationships, or (3) incubate new channel partnerships / models until established enough to mainstream to regional support.
To deliver this, the Partner Alliance Director will work hand in hand with both regional and global E&C roles and with the BUs to ensure the channel is delivering result and expanding opportunity.
+ Team closely with Commercial Sales leadership in every region / BU to develop channel objectives, relationship and models that will unlock incremental sales opportunities.
+ Assess market trends and explore new commercialization models with partners.
+ Develop channel strategy, ensure the strategy is understood and plans are in place to deliver the expected results globally and maximizing GE investments.
+ Be accountable for all channel partner results in the region.
+ Establish regular management cadence for all regions including QMI calls & Quarterly Business Reviews in order to ensure global alignment on forecast and results
+ Report out monthly to Senior Executive stakeholders on channel partners and strategy, including analysis by type, model and geography.
+ Ensuring GE compliance and risk guidelines are met by the team.
+ Monitor and refine reseller/agent models as necessary to meet business objectives.
+ Roll out strategic and quarterly business planning to the channel organization to support regional execution.
+ Collaborate with marketing and operations team to enable recruiting and on-boarding campaigns globally.
+ Work with Product Marketing Leadership to ensure alliance & channel partners have available and necessary tools, training, and resources for all new product releases and upgrades.
+ Deepen and successfully monetize existing partnerships and capabilities. Increase awareness, market leadership and sales of existing partner solutions.
+ Drive adherence the GE Digital Partner Program requirements and metrics.
+ Establish indisputable market leadership to gain effective visibility in the industry to ensure that GE Digital is "top of mind" with potential business and strategic partners.
+ Develop and maintain systems and processes that provide genuine visibility and accurately forecast results and opportunities, as well as provide quantitative and qualitative input for strategic decisions.
+ Build revenue plans with partners and roll up forecast for the company.
Qualifications/Requirements: Basic Qualifications:
+ Bachelor's Degree from an accredited university
+ 7+ years successfully building and leading world-class, international, revenue generating partnerships.Eligibility Requirements:
+ Legal authorization to work in the U.S. is required. GE may agree to sponsor an individual for an employment visa now or in the future if there is a shortage of individuals with particular skills.
+ Must be willing to travel 40%.
+ The ideal candidate will have a combination of technology and business experience in global markets
+ Experience selling B2B enterprise applications, ideally inclusive of multi-tenant Saas solutions and both directly and indirectly
+ Experience with a broad range of channel structures and business model
+ Exposure to different channel incentive structures, spifs and rebates
+ Depth of experience negotiating legal and sales transactions around software sales and partnerships
+ Ability to handle C-level business conversations with presence
+ An accomplished senior resource with a first-rate track record in creating major strategic deals with multiple partners from first call to signed contract.
+ Consistent track record of exceeding quotas and aggressive partner development goals and objectives.
+ Demonstrated experience within Alliance/ Partnership management/ Business Development functions
+ A strategic thinker with business acumen who is also detail oriented on deal points and contracts.
+ A team player who values doing the right thing by customers and partners to build long term successCoupled with one's experience are the personal qualities, which determine an individual's ability to lead and be credible with internal and external audiences. Such qualities include:
+ Values personal integrity, professional standards and personal relationships.
+ Entrepreneurial leader with a driving desire to win big in the market.
+ Outstanding influence leadership skills with the ability to successfully motivate and challenge a matrixed team of talented and creative people at all levels of the organization.
+ Straightforward, no-nonsense style-comfortable in one's own skin.
+ Decisive but a good listener, whose ego does not get in the way of integrating suggestions and feedback from others.
+ Strategic thinker who can create and develop the long-term vision and is also a strong personal contributor with a desire to "roll up their sleeves" and make it happen.
+ Exceptional interpersonal and communication skills with proven track record of quickly building credibility both internally and externally.
+ Self-aware leader and one who "seeks the truth" in all situations.
+ High energy, participatory style.
Locations: United States; Alabama, Alaska, Arizona, Arkansas, California, Colorado, Connecticut, Delaware, District of Columbia, Florida, Georgia, Hawaii, Idaho, Illinois, Indiana, Iowa, Kansas, Kentucky, Louisiana, Maine, Maryland, Massachusetts, Michigan, Minnesota, Mississippi, Missouri, Montana, Nebraska, Nevada, New Hampshire, New Jersey, New Mexico, New York, North Carolina, North Dakota, Ohio, Oklahoma, Oregon, Pennsylvania, Rhode Island, South Carolina, South Dakota, Tennessee, Texas, Utah, Vermont, Virginia, Washington, West Virginia, Wisconsin, Wyoming; open to US statesGE offers a great work environment, professional development, challenging careers, and competitive compensation. GE is an Equal Opportunity Employer at http://www1.eeoc.gov/employers/upload/eeoc_self_print_poster.pdf . 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.GE will only employ those who are legally authorized to work in the United States for this opening. Any offer of employment is conditional upon the successful completion of a background investigation and drug screen.