2388911
**Business**
GE Corporate
**Business Segment**
Corporate Business Innovations
**About Us**
GE works on things that matter\. The best people and the best technologies taking on the toughest challenges\. GE operates in 160 countries and employs more than 300,000 people worldwide, finding solutions in energy, health and home, transportation and finance to build, power, move and cure the world\. Not just imagining\. Doing\.
At the GE Global Software Center of Excellence \(COE\) in San Ramon, California, we’re leveraging our leadership in sensors and controllers, modeling analytics and software development to deliver on our vision for the Industrial Internet\. Predix is GE’s software platform for the Industrial Internet\. Predix enables asset and operations optimization by providing a standard way to run industrial\-scale analytics and connect machines, data, and people\. Deployed on machines, on\-premise, or in the cloud, Predix combines an industry\-leading stack of technologies for distributed computing and big data analytics, asset management, machine\-to\-machine communication, and mobility\. GE transforms the vast amount of data from industrial equipment into actionable intelligence, allowing users to improve operations, business decisions and services\.
As a part of GE Software’s Center Of Excellence, Wurldtech Security Technologies is a leading provider of cyber security solutions to SCADA, process\-control and mission\-critical industries worldwide\. At Wurldtech we are providing world\-class security assessment and solutions and take pride in helping our customers protect their critical infrastructure\. Wurldtech is a wholly owned subsidiary of GE with many benefits of a larger organization, but as a separate business entity we still have a small company culture that offers a great work environment, challenging career opportunities, professional training, and competitive compensation\.
At GE, we believe it’s about the future of industry—energy, healthcare, transportation, manufacturing\. It’s about making the world work better\.
**Posted Position Title**
Sales Engineer
**Career Level**
Experienced
**Function**
Sales
**Function Segment**
Client, Account and Affiliate Origination and Management
**Location\(s\) Where Opening Is Available**
India
**City**
Mumbai
**Postal Code**
400076
**Relocation Expenses**
No
**Role Summary/Purpose**
In this critical technical pre\-sales position, the Sales Engineer will support sales into major and territory accounts by using deep technical knowledge to introduce practical product solutions\. Product demonstrations, competitive know\-how and awareness of industry best practices from the Sales Engineer will all be part of the strategic account plans developed by the Account Manager in order to attain broad deployments of Wurldtech products and services\.
**Essential Responsibilities**
In strong collaboration with the account management team, service, engineering, and commercial support resources, the Sales Engineer will ensure proposed deals in his/her vertical and/or region include technical solutions that accurately address customer needs, and are appropriately supported by key customer technical decision\-makers\. He/she will own securing the ‘technical close’ across our solutions portfolio\.
The candidate will develop relationships with key technical influencers in accounts and with channel partners, and leverage these during the sales process\. The Sales Engineer will also coordinate with appropriate internal groups to generate and deliver winning Contract Bids, Proposals, RFI/RFP Responses, and Statements of Work\.
Responsibilities
•Establish a deep understanding of our customers business and technical needs\. Proactively scope the technical solution required to address customer requirements, assesses customers’ met and unmet needs, and recommend solutions that optimize the value for both the customer and the business
•In conjunction with the account team, achieve revenue commitments for the assigned product/solutions portfolio in a given territory\.
•Create a "trusted technical advisor" relationship with customers technical stakeholders and secures input needed to ensure a deal’s ‘technical close’\.
•Promote the Wurldtech brand, new products and solutions for customer education, at field events \(conferences, seminars etc\.\) and internal training\.
•Effectively position Wurldtech’s technology as the customer’s best security solution against competitive offerings
•Suggest innovative alternatives to overcome/address technical challenges
•Partner with the Account team to complete a detailed account and or vertical plan
•Build link to outcome based selling model to ensure technical views are properly integrated
•Provide 1st\-level technical support throughout the sales cycle for both customers and partners\.
•Work with Engineering, Sales, Inside Sales and service organizations to assure technical support of proposals and bid reviews
•Proactively pursue additional new sales opportunities within assigned vertical/geography/markets
•Work with Product Line Leaders \(PLLs\) to understand product requirements & vision and Translate requirements / vision into prioritized list of user stories\.
•Work with customer to define security based reference network architectures by defining where security appliances should be placed in the network
•Effectively communicate with Product Management, Sales, Development, Support, Engineering & Marketing teams to ensure requested customer features are captured and feedback provided
•Perform limited post\-sales support\.
•Adhere to all applicable Wurldtech & GE compliance policies, codes and training requirements
**Qualifications/Requirements**
1\.Bachelor’s Degree or minimum 5 years of sales engineering experience
2\.One of the following critical areas of expertise:
a\.In depth knowledge of networking \- IPS, IDS, and Firewalls; experience setting up span/mirror ports on different switches; experience performing traffic captures and analysis of the results
b\.Operational Technology \(OT\): Experience working in at least one OT vertical \(Utilities, Energy, Transportation, Healthcare etc\.\)\. Very knowledgeable about the key differences between IT & OT environments, protocols in use per verticals and associated security solutions
3\.Understanding of basic compliance requirements and the interplay between security and compliance
4\.Proven ability to propose and support technical solutions in major accounts\.
5\. Proven experience conducting technical pilots and competitive reviews\.
6\.Experience developing proof\-of\-concept solutions and drive the customer to work through the process\.
7\.Experience in working large deals in industrial markets\.
8\.Excellent presentation skills, written and verbal communication skills to business executives and technical audiences\.
9\.A self\-motivated, independent thinker that can move deals through the selling cycle with a technical perspective in mind\.
10\. Position requires day\-to\-day and overnight travel including international travel
**Desired Characteristics**
•Experience conducting security based assessments
•Proven and progressive experience in having lead business and technical presentations, demonstrations and conversations with customers and technical stakeholders
•MBA or Master’s degree in STEM field \(Science, Technology, Engineering and Math\)
•Understanding of non\-stop critical infrastructure environments
•Experience working on security projects in the Energy domain \(Energy Management, Oil & Gas, Power & Water\)
•Business Acumen:
• Demonstrates the initiative to explore alternate technology and approaches to solving problems
• Skilled in breaking down problems, documenting problem statements and estimating efforts
• Demonstrates awareness about competitors and industry trends
• Has the ability to analyze impact of technology choices
•Thrives in a collaborative environment, appreciates any and all feedback from key constituents\.
•Fluent in English; additional languages would be a distinct advantage