北京招聘

Essential Responsibilities
Territory / Business Planning
 Have the capability on the territory planning
 Provides insight on channel partner coverage and capabilities (in particular: partners’ performance and potential level based on existing transactional criteria and tools), white spaces in channel partner coverage
 Provides insight on existing partner relationships/partner-led sales cycles for short- and mid-term business opportunities
 Provides local industry expertise within territory

Drive partner-led sales
 Responsible for SW license (indirect) revenue and net new name growth with and through partners within his/her Territory
 Supports partner sales reps for large or complex SW deals within his assigned territory
 Coaches partner sales reps on identification, qualification, development and closing of leads in his territory, interfacing strongly with other relevant units in order to shorten sales process and improve win rate and achieve real volume business
 Picks up complex deals/opportunities as identified by inside sales and allocates to partners
 Positions the value of GE Digital & Partner Solutions and Services as supported by ROI, business case development, references, and supporting analyst data
 Identifies and coordinates GE Digital and other partner resources in related areas during the sales cycle to successfully enable partners to close deals in the shortest time/cost possible

Channel Sales Management
 Owns forecast and pipeline management for large/complex transactions and provides it to the Manager. Ensures forecast and pipeline accuracy
 Provides business insights and partner’s performance feedback to enable effective and appropriate partner development actions plan
 Provides input on partner (sales) skill deficits to result in targeted channel enablement actions
 Drives a proactive pipeline management across all channel partners allocated
 Requires and verify that partners’ update Salesforce system with accurate customer and pipeline information on a timely basis, has partners update the Salesforce system on a timely basis with information of transactional relevance (e.g., information on # certified partner sales resources)
 Effectively communicates GED’s support strategy to partners in order to ensure partners understand the services value proposition as well as requirements and obligations
 Drives partner readiness to deliver service and support and identifies/actions potential maintenance at risk cases
 Coordinates actions with Partner Service Delivery where appropriate
 Keeps the GED Partner Services Team informed about partners service/support requirements, recommendations and other general service/support related feedback

Channel Pipeline Generation
 Proactively covers set of largest Territory accounts – as defined within Territory plan - to generate opportunities with and for Partners
 Coordinates demand generation activities of GED and partners to ensure healthy pipeline (in order to achieve 3X unweighted coverage of SW license revenue target)
 Ensures proper allocation of sales qualified leads (originated by GED or referral partners) to sales partners within the assigned territory account base
 Works with partners and GED-resources to prospect new companies as potential customers of GED & Partner solutions

Channel Partner Enablement
 Provides continuous individual communication to partners assigned, covering all relevant initiatives and programs (campaign execution, tools, products, price-changes, etc. towards the partner and ensures execution.
 Facilitates all development and enablement activities within the Partner, covering all relevant areas, working together with all necessary subject matter experts.
 Leverages the Solutions Center and Partner Service Delivery Organization to drive Partners adoption of new solutions covering the entire GED solution portfolio
Role Summary/Purpose
The Channels Staff Manager will execute third party distribution strategies and plans. This channel Staff manager executes comprehensive business planning for channel partners and develops prospecting and recruitment campaigns to attract and build a partner ecosystem. This role executes Strategic GTM plans by partner, directing overall partner relationships to maximize GE channel investments. He/she will be responsible for managing executive and sales leader relationships within the channel.
Qualifications/Requirements
• Minimum 5 years experience in Channel Sales, experience of recruiting/managing alliance partners as well as reseller and var would be preferred
• Familiar with North China software market
• Knowing or having successful experience in multi channel go to market models
• Understanding the principles of solution selling through/with Partners
• Knowledge of Automation, MES, APM or IIOT would be preferred
Desired Characteristics
• Exellent capibitly both in oral and written , have experience of working outside of china would be ideal.
• Strong technical understanding as we sell solutions no just products. Deep domain expertise in software and hardware industry
• Strong analytical and process skills, with Automation and/or Manufacturing and Channels background would be ideal
• Strong communicator and is strategic in thinking beyond being operational and transactional
• Strong results orientation, very adaptive to changes and always focus on deliverables
• Ability to work cross-functionally and collaborate with multiple stakeholders
• Budget management skills

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About Us
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.

通用电气（GE) 公司是一家全球领先的科技、服务和金融公司，是全球最大的多元化企业，致力于解决世界上最棘手的问题。GE的产品和服务范围广阔，从能源、石油天然气、水处理、航空、医疗、运输系统、家电、照明，到金融，客户遍及全球100多个国家，拥有30多万员工。杰夫·伊梅尔特先生是现任董事长及首席执行官。

GE公司的历史可追溯到托马斯·爱迪生，他于1878年创立了爱迪生电灯公司。1892年，爱迪生通用电气公司和汤姆森－休斯顿电气公司合并，成立了通用电气公司（GE）。GE是道琼斯工业指数1896年设立以来唯一至今仍在指数榜上的公司。

2011年GE的年销售达1420亿美元。

GE现有6个产业部门，其中包括：航空、交通运输、医疗、能源、GE金融、家庭和商业解决方案。