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 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.

We are seeking an experienced cybersecurity sales professional to join our team.

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.

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.
• 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 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.

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 $105,000- $125,000 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 candidate's 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

• 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) in the cyber field, 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

WE VALUE

• 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 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 world’s 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 18,000 employees globally. To learn more, please visit https://buildings.honeywell.com/

Honeywell Technologies is a global, pure-play automation company with a legacy of innovating to help solve the world’s most mission-critical challenges, enhancing the quality of life for people and communities around the world. We serve the building, industrial and process sectors with a broad portfolio of services, solutions and products, underpinned by our Honeywell Technologies Accelerator operating system and Honeywell Technologies Forge intelligence layer. By combining the deep domain expertise of our more than 50,000 employees with decades of data from our global installed base, we are uniquely positioned to lead the industrial sector’s transition from automation to autonomy.