Cybersecurity GTM Leader Europe

Key Responsibilities

Sales Strategy Development

Develop and execute the sales strategy for Honeywells 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 longterm 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 multiyear 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 Honeywells cybersecurity offerings to key stakeholders showcasing our value proposition.

Act as an executivelevel 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 Honeywells cybersecurity offerings effectively to meet customer objectives across various market segments.

Apply market and competitive insights at a strategic account level to guide longterm account planning and prioritization.

Collaboration and Communication

Collaborate closely with Strategic Business Groups engineering and offering management teams to develop multichannel gotomarket strategies.
Communicate effectively with internal and external stakeholders generating insights and feedback for continuous improvement.

Lead crossfunctional 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 Honeywells cybersecurity solutions.
Foster a culture of learning and continuous improvement within the sales team regarding cybersecurity best practices.

Mentor and rolemodel 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 executivelevel customer forums and strategic account governance discussions.

Key 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

Qualifications

Bachelors degree in Business Information Technology Cybersecurity or a related field; Masters 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.