Key Responsibilities
Sales Strategy Development
Develop and execute the sales strategy for Honeywell's cybersecurity solutions targeting the Industrial and Building Automation markets.
Collaborate with product teams to align security offerings with market demands and customer needs.
Own the long‑term strategic direction of assigned strategic accounts, ensuring cybersecurity GTM strategy is embedded within broader account growth plans.
Influence business request for proposal (RFP) requirements, develop teaming strategies, and shape value propositions for complex, multi‑year customer engagements.
Customer Engagement
Build and maintain strong relationships with existing and prospective customers, becoming a trusted advisor in their cybersecurity journey.
Conduct presentations and demonstrations of Honeywell's cybersecurity offerings to key stakeholders, showcasing our value proposition.
Act as an executive‑level interface for strategic accounts, engaging senior customer stakeholders beyond individual opportunities.
Serve as a coach, confidant, and strategic advisor to customers on cybersecurity risk, resilience, and digital transformation.
Market Analysis
Analyze industry trends, competitor strategies, and customer feedback to identify new business opportunities for Honeywell cybersecurity solutions.
Position Honeywell’s cybersecurity offerings effectively to meet customer objectives across various market segments.
Apply market and competitive insights at a strategic account level to guide long‑term account planning and prioritization.
Collaboration and Communication
Collaborate closely with Strategic Business Groups, engineering, and offering management teams to develop multi‑channel go‑to‑market strategies.
Communicate effectively with internal and external stakeholders, generating insights and feedback for continuous improvement.
Lead cross‑functional virtual teams spanning Sales, Engineering, Finance, and Operations in support of strategic accounts.
Advise senior management on strategic account positioning, cybersecurity GTM risks, and growth opportunities.
Performance Metrics
Set and track sales targets and performance metrics, adjusting strategies as needed to achieve sales goals.
Prepare detailed sales forecasts and reports to provide visibility into performance against sales objectives.
Ensure performance tracking and forecasting reflect both cybersecurity GTM outcomes and strategic account progress.
Sales Training and Enablement
Lead the development of training programs for sales teams on cybersecurity products and services, ensuring they are equipped to articulate the value of Honeywell’s cybersecurity solutions.
Foster a culture of learning and continuous improvement within the sales team regarding cybersecurity best practices.
Mentor and role‑model strategic selling and executive engagement best practices for senior sales stakeholders.
Industry Representation
Represent Honeywell at industry events, conferences, and forums to promote our cybersecurity capabilities and enhance brand recognition.
Engage with industry groups and regulatory bodies to stay informed on cybersecurity standards and trends.
Represent Honeywell in executive‑level customer forums and strategic account governance discussions.
ResponsibilitiesKey Competencies:
Strategic thinking and innovative mindset focused on sales growth.
Ability to articulate complex cybersecurity concepts to a diverse audience.
Strong leadership skills to guide and motivate sales teams.
Proficient in using CRM tools and sales analytics to drive performance
QualificationsQualifications
Bachelor's degree in Business, Information Technology, Cybersecurity, or a related field; Master’s degree preferred.
Minimum of 10 years of experience in sales within the technology sector, with a significant focus on cybersecurity solutions.
Extensive understanding of Regional and Global cybersecurity frameworks such as NIST, ISO27001, SOC2, NIS, DORA.
Proven record of success in driving sales growth, developing new business, and building customer relationships.
Strong understanding of cybersecurity issues within Industrial and Building Automation environments.
Excellent communication, negotiation, and presentation skills.
