Global Sales Director - Cybersecurity Operational Controls

Global Director Cybersecurity Sales

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. We are seeking a leader that can 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. Tasked with addressing risk within operational technology environments via articulating the value of the Buildings Cybersecurity solution portfolio, constructing bill of materials (BOMs), proposals, and additional materials to meet customer requirements.

Key Responsibilities

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.

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 Member :

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 a high degree of awareness of client's next best alternatives and communicate competitive challenges to sales management and technology teams in a timely manner.

Actively embrace the Honeywell Sales Management Operating System (MOS) to include one on one's with the District Sales Leader, team calls, forecasting calls, opportunity reviews, Plan to Make Plan (PtmP) development with timely and accurate updates.

Drive financial, MOS, growth accountability and responsibilities of Cybersecurity Business Consultant team.

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 in order to meet both annual and long-term growth expectations of the Buildings Cybersecurity business.

Key Success Factors (Metrics / KPIs / Deliverables) :

Growth in the form of new opportunities and pipeline development.

Orders and margin above set quota in support of Annual Operating Plan (AOP).

Accurate forecasting of order commitments and growth opportunities.

Territory and new client opportunity strategy, plans and trusted advisor relationships.

Client specific pursuit plans in place to drive growth and annual client facing business reviews.

Interdependencies :

Ensure the Cybersecurity vision and strategy for each client is well understood by those who can interact with the client.

Motivate and guide others in the strategic vision for the client in pursuit of Cybersecurity opportunities and impact the goals and objective requirements to grow the Services base and new Project opportunities.

Team-up with specialists and subject matter experts within Honeywell and externally to build disruptive value propositions.

Build a higher, wider and deeper client network throughout the Region.

Work proactively with the operations teams to identify resources, skillsets and loading for sale support, consultancy projects and post deployment support in a timely manner.

Clearly understand client drivers, initiatives, and critical success factors and how the Cybersecurity portfolio may assist the growth of both traditional and emerging Honeywell technologies.

MUST HAVE :

5 years industry experience in Cybersecurity, Software as a Service (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 working in a regional leadership role identifying and leading new initiatives and transformational change programmers across multiple areas of the business (Sales, Marketing, Projects, Service, Engineering) for diverse, global industries. This includes strategic planning, as well as driving technology and innovation to improve margins and increase productivity.

WE VALUE :

Tertiary qualified (master's degree) in a Business or Engineering related discipline.

ITIL IT Service Management certification.

Six Sigma Green Belt or higher certification.

Information Security accreditation (CISSP Certified Information Systems Security Professional or equivalent).

Local market knowledge and understanding of opportunity landscape.

Directly and leading teams in cross selling and consultative selling experience with proven capability in collaborating across both client and own organization to drive a One-Honeywell approach.

Solid understanding of client financials and the ability to build business case investments based on risk mitigation.

Sound change management skills to lead change and acceptance within the workforce by proactively and creatively taking action to achieve goals.

Professional Skills / Knowledge :

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.

Creative, decisive, high energy and ability to energize others.

Understands Cybersecurity risk frameworks and Cybersecurity policy frameworks (Global / Federal / State).

Ability to interact at the executive and technical level (internally and externally).

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.

Honeywell helps organizations solve the worlds 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. Honeywell is an equal opportunity employer. Qualified applicants will be considered without regard to age, race, creed, color, national origin, ancestry, marital status, affectional or sexual orientation, gender identity or expression, disability, nationality, sex, religion, or veteran status.