Your success will come from orchestrating across multiple stakeholders, building trusted relationships at all levels of the customer organization, and guiding customers through complex buying journeys that align Honeywell’s solutions with their business outcomes.
You will report to the Director of Sales and be based remotely in the Eastern USA.
Responsibilities
Key Responsibilities
• Engage multiple stakeholders (executives, technical buyers, procurement, operations, and field users) to build consensus and secure alignment around Honeywell’s solutions.
• Develop a consultative approach to deeply understand customer challenges (technical, operational, and financial) and translate them into tailored solution proposals.
• Drive solution adoption by positioning Honeywell’s metering, data management, and advanced analytics as part of a larger ecosystem that delivers measurable outcomes (efficiency, compliance, grid modernization).
• Manage complex buying cycles involving RFPs, pilots, proof-of-concepts, and long-term contracts, ensuring that Honeywell’s value is articulated at every stage.
• Build and maintain a multi-level relationship map for each key account, including influencers, decision-makers, and end users.
• Develop account and territory plans focused on solving customer problems rather than just product placement.
• Collaborate across Honeywell functions (product, engineering, customer success, marketing, and services) to co-create solutions and ensure seamless delivery.
• Serve as the customer advocate inside Honeywell, bringing voice-of-customer insights back to the organization to shape future offerings.
• Track and measure success using CRM and account planning tools, not only by revenue growth but also by customer adoption, satisfaction, and expansion metrics.
Qualifications
YOU MUST HAVE
• 5+ years of solution sales experience in B2B technical industries (e.g., utilities, communications, energy, or adjacent fields) with a proven track record of winning complex, multi-stakeholder deals.
• Demonstrated ability to navigate long sales cycles with multiple decision makers and budget owners.
• Proven record of cross-functional collaboration with product and services teams to design and deliver integrated solutions.
• Experience in consultative/solution selling methodologies (e.g., Miller Heiman, Challenger, SPIN, MEDDICC) and applying them to secure enterprise-level agreements.
• Strong ability to build executive-level relationships while also engaging technical users and procurement teams.
• Exceptional listening, discovery, and business case development skills to align solutions with customer business drivers.
• Skilled at negotiation and consensus-building in environments with competing stakeholder priorities.
• Proficiency with CRM tools (e.g., Salesforce) and ability to structure pipeline and account plans around solution adoption, not just unit sales.
WE VALUE
• Experience selling to electrical utilities, co-ops, and large infrastructure providers.
• Bachelor’s degree in Business, Engineering, or a related field.
• Experience selling in IT organizations.
• Strong business acumen, with the ability to understand regulatory, financial, and operational factors driving customer decisions.
• Continuous learner with the ability to adapt to evolving market and customer needs, particularly as the industry transitions to grid modernization and AMI 2.0.
The salary range for this position is $168,000–$211,100. Please note that this salary information serves as a general guideline. Honeywell considers various factors when extending an offer, including but not limited to the scope and responsibilities of the position, the candidate’s work experience, education and training, key skills, as well as market and business considerations.
BENEFITS OF WORKING FOR HONEYWELL
In addition to a performance-driven salary, cutting-edge work, and developing solutions side-by-side with dedicated experts in their fields, Honeywell employees are eligible for a comprehensive benefits package. This package includes employer-subsidized Medical, Dental, Vision, and Life Insurance; Short-Term and Long-Term Disability; 401(k) match, Flexible Spending Accounts, Health Savings Accounts, EAP, and Educational Assistance; Parental Leave, Paid Time Off (for vacation, personal business, sick time, and parental leave), and 12 Paid Holidays. For more information: https://benefits.honeywell.com/
The application period for the job is estimated to be 40 days from the job posting date; however, this may be shortened or extended depending on business needs and the availability of qualified candidates. Job Posting Date: Sept 23, 2026.
Skills Required
- 5+ years of solution sales experience in B2B technical industries, such as utilities, communications, energy, or adjacent fields
- Proven track record of winning complex, multi-stakeholder deals
- Ability to navigate long sales cycles with multiple decision makers and budget owners
- Cross-functional collaboration experience with product and services teams to design and deliver integrated solutions
- Experience with consultative or solution-selling methodologies such as Miller Heiman, Challenger, SPIN, or MEDDICC
- Ability to build executive-level relationships while engaging technical users and procurement teams
- Strong listening, discovery, and business case development skills
- Negotiation and consensus-building skills in environments with competing stakeholder priorities
- Proficiency with CRM tools, such as Salesforce, and ability to structure pipeline and account plans around solution adoption
- Experience selling to electrical utilities, cooperatives, and large infrastructure providers
- Bachelor's degree in Business, Engineering, or a related field
- Experience selling in IT organizations
- Strong business acumen involving regulatory, financial, and operational customer factors
- Ability to adapt to evolving markets and customer needs, including grid modernization and AMI 2.0
