[Hiring] Senior Territory Manager - OT Cybersecurity @Honeywell

Role Description

As Senior Territory Manager for OT Cybersecurity within Honeywell Building Automation, you will help accelerate revenue growth and expand Honeywell’s 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.

You will report directly to our North America & Europe Sales Manager and you’ll work out of one of our Canadian locations, on a remote basis.

Responsibilities

• Clients:
  • Understand the client’s external industry drivers, business imperatives, and organization to develop effective growth/maintain/manage strategies.
  • 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.
  • 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.
  • 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.
  • Identify business improvement opportunities and focus on providing consultative support within the client’s operations.
  • 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).
• 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.

Qualifications

• Bachelor’s degree in a Business or Engineering related discipline.
• At least 8 years industry experience in Operational Technology Cybersecurity, Cybersecurity, Software as a Service (SaaS), Enterprise Cloud, ICT, Applications in critical infrastructure, and Industrial Controls markets.
• At least 3 years software and security sales and demand-generation experience directly within the enterprise market.
• Valid Canadian driver’s license.
• Travel up to 50% throughout Canada.

Requirements

• Master’s 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.
• Proven experience in selling to C-Level Executives.
• Demonstrated executive presence, influence, and leadership.
• Proven experience developing and executing strategies for sales growth.
• Excellent negotiation skills with the ability to uncover latent client needs.
• Excellent interpersonal, communication, and presentation skills.

Benefits

• 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 $105,000- $125,000 in Markham, Ontario.
• This position is incentive eligible.