Sr. Territory Manager- OT Cybersecurity

Shape the Future of Smart Buildings with Honeywell

At Honeywell 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 Honeywells 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 youll work out of one of our Canadian locations on a remote basis.

KEY RESPONSIBILITIES

Clients:

• Understand the clients 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 supportingCybersecurity 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 clients 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 (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.

Benefits of working for Honeywell

• Comprehensive health benefits including medical vision dental and mental health coverage
• Paid vacation and statutory holidays in accordance with Canadian labor standards
• Retirement plan (based on regional policy)
• Opportunities for career growth within a global organization
• Professional development programs and continuous learning opportunities

The annual base salary range for this position is$105000- $125000 in Markham Ontario. 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 candidates work experience education and training key skills as well as market and business considerations.

This position is for a current vacancy.

This position is incentive eligible.

YOU MUST HAVE

1. Bachelors degree in a Business or Engineering related discipline.
2. At least 8 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.
3. At least 3 years software and security sales and demand-generation experience directly within the enterprise market.
4. Valid Canadian drivers license
5. Travel up to 50% throughout Canada

WE VALUE

• Masters 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 organization 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.

ABOUT HONEYWELL

Honeywell International Inc. (Nasdaq: HON) invents and commercializes technologies that address some of the worlds most critical challenges around energy safety security productivity and global urbanization. We are a leading software-industrial company committed to introducing state of the art technology solutions to improve efficiency productivity sustainability and safety in high growth businesses in broad-based attractive industrial end markets. Our products and solutions enable a safer more comfortable and more productive world enhancing the quality of life of people around the globe.Learn more

THE BUSINESS UNIT

Honeywell Building Automation (BA) is a leading global provider of products software solutions and technologies that enable building owners and occupants to ensure their facilities are safe energy efficient sustainable and productive. BA products and services include advanced software applications for building control and optimization; sensors switches control systems and instruments for energy management; access control; video surveillance; fire products; and installation maintenance and upgrades of systems. Revenues in 2022 for BA were $6B and there are approximately 18000 employees globally. To learn more please visit Experience:

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