The Role
Leads enterprise sales growth for Honeywell’s OT cybersecurity portfolio across building and critical infrastructure markets. Develops strategic accounts, acquires new customers, leads proof-of-concept and consultative sales engagements, advises executives on cyber risk mitigation, manages Salesforce pipelines and forecasts, and delivers regional revenue, margin, and order targets.
Summary Generated by Built In
At Honeywell Technology, we are transforming building operations to make them smarter, safer, more sustainable, and more connected.
As Senior Territory Manager for OT Cybersecurity within Honeywell Building Automation, you will help accelerate revenue growth and expand Honeywell’s market presence by developing opportunities and advancing integrated cybersecurity services and product solutions for the building market. You will position Honeywell as a trusted partner and industry leader in OT cybersecurity by leading strategic initiatives, building high-value customer relationships, and influencing business outcomes across the OT cybersecurity landscape.
We are seeking an experienced cybersecurity sales professional to join our team.
You will report directly to our North America & Europe Sales Manager, and you’ll work out of our local office in Egypt, on a remote basis.
Clients:
- Understand the client’s external industry drivers, business imperatives and organization so that effective growth / maintain / manage strategies are developed to underpin the value that Honeywell brings to the client in order to drive real business outcomes and solution sales.
- Develop, own and lead sales in blended offerings aligned to, and supporting, Cybersecurity growth targets.
- Lead customer-facing proof of concepts and other sales motions to compete and close business.
- Act as a ‘change agent’ in a strategic ‘make market’ capacity - engaging with executive levels of client organizations to inform and advise on framework based long term Cyber risk mitigations.
- Drive new customer acquisition, secure new logos, and expand Cybersecurity business over these accounts.
Sales Excellence:
- Own the growth strategy for key enterprise accounts by identifying, qualifying, and executing account expansion opportunities while aligning solutions to customer business objectives and organizational priorities.
- Achieve Annual Operating Plan (AOP) targets (Orders, Rev/GM and Profit) while following established pricing and go-to-market policies.
- Manage and maintain a balanced approach to superior client advisory and strategic account planning, quarterly results and long-term client goals.
- Identify business improvement opportunities and focus on providing consultative support within the client’s operations in pursuit of growth targets.
- Manage and build client contacts, serving as the client advisor and advocate.
- Manage all sales-related activity through the accurate, timely and detailed use of Salesforce.com (CRM), including opportunity reviews, win/loss analysis, pipeline funnel management, forecasting and lead generation.
Financials:
- Responsible for achievement of margin, orders, revenue and plans for the Region.
- Forecast revenues to management in the form of ‘active pipeline, pursuing and commit’.
- Deliver a year-over-year growth in margin, orders, and revenue within the addressable client base to meet both annual and long-term growth expectations of the Buildings Cybersecurity business.
YOU MUST HAVE
- Bachelor’s degree in a Business or Engineering related discipline.
- At least 5 years industry experience in Operational Technology Cybersecurity, Cybersecurity, Software as a Service (Saas) in the cyber field, Enterprise Cloud, ICT, Applications in critical infrastructure and Industrial Controls markets.
- At least 7 years software and security sales and demand-generation experience directly within the enterprise market.
- Valid driver’s license.
WE VALUE
- Master’s degree in a Business or Engineering related discipline.
- Working knowledge of ISA/IEC 62443 Standard and NIST Cybersecurity Framework.
- ITIL – IT Service Management Certification.
- Six Sigma Green Belt or higher certification.
- Information Security accreditation (CISSP – Certified Information Systems Security Professional or equivalent).
- 8 years sales experience in Operational Technology, Cybersecurity, and Sales.
- Local market knowledge and understanding of opportunity landscape.
- Cross selling and consultative selling experience with proven capability in collaborating across both client and own organisation to drive a One-Honeywell approach.
- Proven experience in selling to C-Level Executives.
- Demonstrated executive presence, influence and leadership having worked at various levels of client organizations.
- Proven experience developing and executing strategies for sales growth.
- Excellent negotiation skills with the ability to uncover latent client needs, negotiate complex sales and articulate total value offerings.
- Excellent interpersonal, communication, and presentation skills.
We are an equal opportunity employer and value diversity at our company. We do not discriminate based on race, religion, color, national origin, gender, sexual orientation, age, marital status, veteran status, or disability status.
We will ensure that individuals with disabilities are provided reasonable accommodation to participate in the job application or interview process, to perform crucial job functions, and to receive other benefits and privileges of employment. Please contact us to request accommodation.
Skills Required
- Bachelor’s degree in Business, Engineering, or a related discipline
- At least 5 years of industry experience in OT cybersecurity, cybersecurity, SaaS cyber, enterprise cloud, ICT, critical infrastructure applications, or industrial controls
- At least 7 years of software and security sales and demand-generation experience in the enterprise market
- Valid driver’s license
- Master’s degree in Business, Engineering, or a related discipline
- Working knowledge of ISA/IEC 62443 and the NIST Cybersecurity Framework
- ITIL certification
- Six Sigma Green Belt or higher certification
- CISSP or equivalent information security accreditation
- Eight years of sales experience in OT, cybersecurity, and sales
- Local market knowledge and understanding of the opportunity landscape
- Cross-selling and consultative selling experience
- Experience selling to C-level executives
- Executive presence, influence, and leadership experience
- Experience developing and executing sales-growth strategies
- Excellent negotiation, interpersonal, communication, and presentation skills
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The Company
