Partner Alliances Manager (APAC)

Job Description Summary

Our new Partner Alliance Manager will be responsible for helping drive the relationships with consultants, SI's, co-sellers and resellers in the assigned region(s). Vertical focus includes Power Generation, Oil & Gas, Petrochemical, Chemicals, and Mining and Metals, for GE Vernova's leading solution in Asset Intelligence.

This role reports to the GE Digital global leader for partner ecosystem within the Power and Energy Resources Commercial team. You will be focused on and play a major contributing role building, operating, governing and growing strategic commercial partnerships within the assigned region.

As part of the Commercial team you will work closely with Pre-Sales, Sales, Commercial Operations, Services, Product and Marketing. You will be the primary driver of partnership engagement for sales of software into the market.

Job Description

Key Responsibilities

• Work with sales leadership to conduct account mapping and segmentation activities in order to prioritize partner needs by region and account. Understand each regional partner “inside and out”. This includes the organization, relative business priorities, communication styles & preferences and key risks that need to be mitigated for successful long-term partnership success.
• Be comfortable spanning multiple levels and job functions – including senior executive, engineering / architect, marketing & sales, training, etc.
• Support the execution of joint partner mutual business plans that define target partnership outcomes and key metrics - including sales, training & skills development, implementation projects and customer success stories. Publish regular per partner scorecards and problem solve any gaps.
• Actively promote GE Vernova APM products and solutions to partner companies to ensure we are “top of mind” with their necessary leaders and influencers. Ensure partner motivation that aligns with internal business needs and constructs.
• Oversee/light touch reseller partnerships , while prioritizing strategic partnerships that lead to cooperative business development, sales and enterprise opportunities / orders within the assigned regions.
• Monitor ongoing project delivery for “in process” Customer projects involving our partners, to ensure partner quality and partner contribution validations.
• Develop internal and external marketing materials including “win stories” (internal - go to market focus)
• Maintain SFDC (CRM) partner opportunities and provide clear and accurate reporting on pipeline growth and orders forecasts.
• Work closely with legal team to draft and execute appropriate contractual agreements and documents.
  
  

Required Qualifications

• Bachelor’s Degree in business, science, engineering, technology or related discipline
• Minimum 5 years-experience in professional services, alliances, software sales, commercial or relevant roles with demonstrated success in one or more related areas
• Must be willing and able to travel (up to 60%) throughout the assigned regions.
• Strong communication skills in English, both written and verbal
  
  

Desired Characteristics

• Experience driving co-sell with consultants, systems integrators and reliability engineering services companies.
• Strong communication skills in Arabic, Mandarin, Japanese, Chinese, both written and verbal, is a plus
• Consistent track record in exceeding sales quotas and/or partner development goals and objectives.
• Expertise in developing and establishing mutually beneficial business relationships.
• Understanding of sales. Ideally planning & orchestrating strategic deals from first call to signed contract.
• Strong negotiation and sales skills.
  
  

Additional Information

Relocation Assistance Provided: No

• This is a remote position