Company: Baker Hughes
Skills: Business Development
Experience: 10 + Years
Education: Masters Degree
Location: Houston, Texas, United States


Are you passionate about being part of a successful team?

Do you like working in collaborative teams and solving critical issues?

Join our Turbomachinery Services Team!

Our Turbomachinery & Process Solutions team provides industry-leading products and services that optimize the extraction, production and processing of energy. We help a diverse range of customers across the value chain to reduce operating costs and improve productivity.

As a Senior Americas Channels Sr. Business Partner, you will be responsible for:

 

  • Serving as a key member of both the Valves Global Channels team and the respective Regional Sales teams to drive profitable growth within the Valves Channel Partner Portfolio.
  • Working closely with the respective Regional Sales teams, Channel Enablement teams, Industry Vertical Sales team, and supporting functions in order to proactively define, prioritize, direct, and support Channel Partner growth initiatives with a focus on:
    • Increasing Channels Opportunity Pipeline and Win Rate for both new units Projects and Aftermarket.
    • Providing regional leadership with data analysis and KPI's to measure channel performance and enable proper resource allocation.
    • Defining, prioritizing, and implementing ideal "Go to Market" regional strategies. This includes optimizing Channel Partner coverage in assigned territory by filling channel coverage gaps, replacing non-performing channels, and redefining assigned territories and/or products.
    • Work with regional sales to develop and maintain channel partner succession plans including alternative non-BH channels for regional evaluation in select territories.
    • Prioritizing channel onboarding and renewal activities working closely with Global Channels Sr. Operations leader, respective regional sales leader(s), and BH Channel Operations team. Common goal is to reduce new channel onboarding cycle time, achieve 100% on time agreement renewal, and 100% "first pass yield" in terms of agreement quality.
    • Driving the wing-to-wing (W2W) Channel Partner Performance Management process, from initial assessment through the definition, prioritization, and execution of Mutual Action Plans (MAPs) for every Channel Partner working cross-functionally. Ultimate goal is to enable Channel Partners growth by increasing their commercial, operational & services capabilities, and by improving our internal support infrastructure (e.g. channel facing tools, processes & service levels).
    • Ownership for all channel related commercial excellence initiatives, ensuring proper prioritization and execution of initiatives working closely with the (commercial & services) channel enablement and regional sales teams.
    • Providing guidance, prioritization, and supporting our Services Enablement, Aftermarket Global Sales, and Regional Sales teams in the successful implementation of the various services growth initiatives, including:
      • Increasing our knowledge and penetration of BH Valves and competitors' Installed Base (IB) through proactive discovery.
      • Proactive Outage campaigns, pricing strategies frame agreements, spare parts planning & stocking initiatives, retrofit, upgrades & competitor's IB replacement campaigns.
      • Improving channels digital services capabilities (i.e. Valve Lifecycle Management).
    • Supporting the Industry Vertical, Valve Solutions, and Regional sales teams in driving channel awareness and winning strategies for key (small and large) Projects in both core and new adjacent markets.
  • Leading / Supporting all channel-related communications in respective regions working closely with the regional sales team and other stakeholders. This includes:
    • Gathering broad channel partner VOC, acting as the main POC to drive all follow-up activities internally, as well as communicating back to the channels.
    • Setting up and facilitating regional channel council forums; driving active participation and follow-up rigor.
    • Facilitating regular regional channel meetings with varying agendas based on channel VOC and internal stakeholders
  • Identifying and sharing Channel Partner related Best Practices within/across regions.
  • Supporting internal & external channel partner audits (compliance, FCPA, quality), as required.
  • Assisting with resolving execution, audit or performance issues that arise with channel partners.
  • Supporting mitigation of channel conflict with both immediate dispute resolution and long-term policies & strategies to drive channel coordination.
  • Leading / Supporting other channel-related projects as required.

 


Measurements / KPIs

 

 

  • Channel Year over Year opportunity pipeline and orders growth (Projects & Aftermarket)
  • Channel Capability Score Improvements - Commercial, services, equipment, etc.
  • Channel succession plans
  • Channel Win / Loss Ratio
  • Channel Installed Base Validation & Penetration %
  • New Channel onboarding cycle time
  • Agreement Renewals on time%

 


Fuel your passion
To be successful in this role you will:

 

 

  • Have a Bachelor's degree from an accredited university or college.
  • Have at least 10 years of sales / commercial experience with proven orders growth record dealing effectively with channel partners and end customers.
  • Have experience defining and implementing commercial strategies in a matrix / cross-functional organization.
  • Have a heightened sense of teamwork, entrepreneurism and accountability.
  • Have interpersonal and leadership skills, with the ability to influence, communicate, build consensus and lead cross-functional teams at different levels of a matrix organization.
  • Have oral and written English language communication skills.
  • Spanish/Portuguese language strongly desired.
  • Have hardworking with a positive, can-do attitude, and be willing and able to roll up your sleeves to get the goals accomplished.
  • Ability to work across time zones in order to support regional activity and flexibility to travel (if needed).

 


As part of our commitment to the health & safety of our employees, customers and the communities in which we operate, this role requires full vaccination for COVID-19 prior to beginning work.

Desired attributes:

 

 

  • Valves (control, safety, regulation, etc.) domain and industry knowledge is strongly desired
  • Masters in Business Administration

 


Work in a way that works for you

We recognize that everyone is different and that the way in which people want to work and deliver at their best is different for everyone too. In this role, we can offer the following flexible working patterns:

• Working flexible hours - flexing the times when you work in the day to help you fit everything in and work when you are the most productive

Working with us

Our people are at the heart of what we do at Baker Hughes. We know we are better when all of our people are developed, engaged and able to bring their whole authentic selves to work. We invest in the health and well-being of our workforce, train and reward talent and develop leaders at all levels to bring out the best in each other.

Working for you

Our inventions have revolutionized energy for over a century. But to keep going forward tomorrow, we know we have to push the boundaries today. We prioritize rewarding those who embrace change with a package that reflects how much we value their input. Join us, and you can expect:

• Contemporary work-life balance policies and wellbeing activities

• Comprehensive private medical care options

• Safety net of life insurance and disability programs

• Tailored financial programs

• Additional elected or voluntary benefits

About Us

With operations in over 120 countries, we provide better solutions for our customers and richer opportunities for our people. As a leading partner to the energy industry, we're committed to achieving net-zero carbon emissions by 2050 and we're always looking for the right people to help us get there. People who are as passionate as we are about making energy safer, cleaner and more efficient.

Join Us

Are you seeking an opportunity to make a real difference in a company with a global reach and exciting services and clients? Come join us and grow with a team of people who will energize and inspire you!

About Us:
With operations in over 120 countries, we provide better solutions for our customers and richer opportunities for our people. As a leading partner to the energy industry, we're committed to achieving net-zero carbon emissions by 2050 and we're always looking for the right people to help us get there. People who are as passionate as we are about making energy safer, cleaner and more efficient.

Join Us:
Are you seeking an opportunity to make a real difference in a company that values innovation and progress? Join us and become part of a team of people who will challenge and inspire you! Let's come together and take energy forward.

Baker Hughes Company is an Equal Opportunity Employer. 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.