Honeywell
Global Sales Director - Cybersecurity Operational Controls
Honeywell, Atlanta, Georgia, United States, 30383
Overview
The Global Director Cybersecurity Sales will be key to developing opportunities to drive a blend of Cybersecurity Services and Product solutions targeted at the Buildings space both directly and through the management of a tight group of Cybersecurity Business Consultants. The Global Director Cybersecurity Sales will drive, set and execute the Cybersecurity strategy globally with responsibilities in growing the Buildings Cybersecurity business and engaging in developing collaborative relationships with customer prospects, assisting in architecting solutions, designing business cases and presenting on the Buildings cybersecurity offerings portfolio. The Global Director Cybersecurity Sales, along with the Cybersecurity Business Consultants, will partner with Honeywell account executives/business development teams, service and operations personnel across the respective Pole, providing cybersecurity expertise and technical support in the selling of the cybersecurity offerings portfolio. Focused on creating opportunity across all industry verticals and markets, the Cybersecurity Business Consultant Leader will engage across multiple levels from CxO to Facility Management of the client organization, addressing risk within operational technology environments by articulating the value of the Buildings Cybersecurity solution portfolio, constructing bill of materials (BOMs), proposals, and additional materials to meet customer requirements. Key Responsibilities
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. Identify potential external resources, third party suppliers and eco-system partners to complement and expand the Buildings Cybersecurity offerings portfolio. Sales Excellence
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. Team & Financials
Collaborate with Honeywell team/peers to share and impart knowledge. Leverage resources to address client drivers and initiatives in a consultative manner. Guide and leverage management and executive sponsor interactions with the client. Maintain awareness of client’s next best alternatives and communicate competitive challenges to sales management and technology teams in a timely manner. Embrace the Honeywell Sales Management Operating System (MOS) with regular forecasting, opportunity reviews and Plan to Make Plan updates. Drive financial, MOS, growth accountability and responsibilities of Cybersecurity Business Consultant team. Qualifications
5 years industry experience in Cybersecurity, SaaS, Enterprise Cloud, Mobility, ICT, Applications in critical infrastructure and Industrial Controls markets. 5 - 8 years software and security sales experience selling directly within the enterprise market. Proven experience in expanding through large enterprise clients using strategic account initiatives. Experience in creating demand, selling entry point offerings in a short sales cycle leading to further enterprise adoption of Cybersecurity frameworks. Experience in regional leadership identifying and leading new initiatives and transformational change programs across multiple areas of the business (Sales, Marketing, Projects, Service, Engineering) including strategic planning and driving technology and innovation to improve margins and productivity. We Value
Tertiary qualification (master’s degree) in Business or Engineering related discipline. ITIL – IT Service Management certification. Six Sigma Green Belt or higher. Information Security accreditation (CISSP or equivalent). Local market knowledge and opportunity landscape understanding. Experience leading cross-functional teams in cross-selling and consultative selling with a One-Honeywell approach. Understanding of client financials and ability to build business case investments based on risk mitigation. Change management skills to lead adoption within the workforce. Professional Skills / Knowledge
Experience selling to C-Level Executives with executive presence and leadership. Ability to interact at executive and technical levels; excellent negotiation and communication skills. Understanding of Cybersecurity risk frameworks and policy frameworks (Global/Federal/State). Strong presentation and interpersonal skills. About Us
Honeywell helps organizations solve the world's most complex challenges in automation, the future of aviation and energy transition. As a trusted partner, we provide actionable solutions and innovation through our Aerospace Technologies, Building Automation, Energy and Sustainability Solutions, and Industrial Automation business segments – powered by our Honeywell Forge software – that help make the world smarter, safer and more sustainable. Seniority level
Director Employment type
Full-time Job function
Sales and Business Development Industries
Appliances, Electrical, and Electronics Manufacturing
#J-18808-Ljbffr
The Global Director Cybersecurity Sales will be key to developing opportunities to drive a blend of Cybersecurity Services and Product solutions targeted at the Buildings space both directly and through the management of a tight group of Cybersecurity Business Consultants. The Global Director Cybersecurity Sales will drive, set and execute the Cybersecurity strategy globally with responsibilities in growing the Buildings Cybersecurity business and engaging in developing collaborative relationships with customer prospects, assisting in architecting solutions, designing business cases and presenting on the Buildings cybersecurity offerings portfolio. The Global Director Cybersecurity Sales, along with the Cybersecurity Business Consultants, will partner with Honeywell account executives/business development teams, service and operations personnel across the respective Pole, providing cybersecurity expertise and technical support in the selling of the cybersecurity offerings portfolio. Focused on creating opportunity across all industry verticals and markets, the Cybersecurity Business Consultant Leader will engage across multiple levels from CxO to Facility Management of the client organization, addressing risk within operational technology environments by articulating the value of the Buildings Cybersecurity solution portfolio, constructing bill of materials (BOMs), proposals, and additional materials to meet customer requirements. Key Responsibilities
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. Identify potential external resources, third party suppliers and eco-system partners to complement and expand the Buildings Cybersecurity offerings portfolio. Sales Excellence
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. Team & Financials
Collaborate with Honeywell team/peers to share and impart knowledge. Leverage resources to address client drivers and initiatives in a consultative manner. Guide and leverage management and executive sponsor interactions with the client. Maintain awareness of client’s next best alternatives and communicate competitive challenges to sales management and technology teams in a timely manner. Embrace the Honeywell Sales Management Operating System (MOS) with regular forecasting, opportunity reviews and Plan to Make Plan updates. Drive financial, MOS, growth accountability and responsibilities of Cybersecurity Business Consultant team. Qualifications
5 years industry experience in Cybersecurity, SaaS, Enterprise Cloud, Mobility, ICT, Applications in critical infrastructure and Industrial Controls markets. 5 - 8 years software and security sales experience selling directly within the enterprise market. Proven experience in expanding through large enterprise clients using strategic account initiatives. Experience in creating demand, selling entry point offerings in a short sales cycle leading to further enterprise adoption of Cybersecurity frameworks. Experience in regional leadership identifying and leading new initiatives and transformational change programs across multiple areas of the business (Sales, Marketing, Projects, Service, Engineering) including strategic planning and driving technology and innovation to improve margins and productivity. We Value
Tertiary qualification (master’s degree) in Business or Engineering related discipline. ITIL – IT Service Management certification. Six Sigma Green Belt or higher. Information Security accreditation (CISSP or equivalent). Local market knowledge and opportunity landscape understanding. Experience leading cross-functional teams in cross-selling and consultative selling with a One-Honeywell approach. Understanding of client financials and ability to build business case investments based on risk mitigation. Change management skills to lead adoption within the workforce. Professional Skills / Knowledge
Experience selling to C-Level Executives with executive presence and leadership. Ability to interact at executive and technical levels; excellent negotiation and communication skills. Understanding of Cybersecurity risk frameworks and policy frameworks (Global/Federal/State). Strong presentation and interpersonal skills. About Us
Honeywell helps organizations solve the world's most complex challenges in automation, the future of aviation and energy transition. As a trusted partner, we provide actionable solutions and innovation through our Aerospace Technologies, Building Automation, Energy and Sustainability Solutions, and Industrial Automation business segments – powered by our Honeywell Forge software – that help make the world smarter, safer and more sustainable. Seniority level
Director Employment type
Full-time Job function
Sales and Business Development Industries
Appliances, Electrical, and Electronics Manufacturing
#J-18808-Ljbffr