US Principal Account Manager, Enterprise Software Solutions - Honeywell

When you join Honeywell, you become a member of our global team of thinkers, innovators, dreamers, and doers who make the things that make the future. Honeywell is hiring a US Principal Account Manager, Enterprise Software Solutions to sit remote in any major US city with 30-50% travel.


Honeywell Process Solutions is a pioneer in automation control, instrumentation, and services for the oil and gas; refining; energy; pulp and paper; industrial power generation; chemicals and petrochemicals; biofuels; life sciences; and metals, minerals, and mining industries. A leader in digitization, Honeywell delivers software and services that help customers overcome competitive pressures and uncertain market conditions to achieve game-changing business outcomes. Honeywell’s comprehensive software portfolio in process control, monitoring, safety systems and instrumentation provides optimized operations and maintenance efficiencies to meet diverse automation needs.

Job Summary & Key Responsibilities:


+ This role focuses on prospecting, qualifying and closing digital transformation opportunities in enterprise software by cultivating relationships with executive decision-makers and understanding their business drivers. You will leverage Honeywell Process Solutions' full range of enterprise software offerings to drive new business development.


+ Develop and present tailored value propositions to enhance customer satisfaction and exceed business targets. This includes managing existing accounts, expanding market presence, and identifying new potential clients.


+ Act as the primary interface between clients and Honeywell's solution consulting, product development, and sales teams. Collaborate with these groups to develop value propositions, process quotes, and expedite requests.


+ Translate complex technical information into easily understandable terms to foster respect and trust across all client organizational levels.


+ Anticipate client needs, customize solutions to align with their business objectives, and address issues proactively to exceed expectations.


+ Coordinate with Honeywell's marketing and consulting functions to develop strategies and materials that support sales growth, including presentations and sales leads.


+ Ensure sales strategies are in alignment with Honeywell's product policies, project engineering, and customer service capabilities.


+ Cultivate and sustain long-term customer relationships, leveraging an extensive network of C-suite connections to secure and grow enterprise software accounts.


+ Serve as a business partner to clients by establishing Honeywell as the primary supplier of enterprise software solutions, advocating for customer needs within Honeywell, and developing a multi-year growth strategy.


+ Prepare major opportunities for executive review and approval, ensuring adherence to quality standards and procedures to maintain customer satisfaction and structured business growth.


+ Champions the customers’ needs and requirements within the Honeywell organization and builds a multi-year growth plan.



Supervisory Responsibilities:



+ No direct reports. Influential leadership required.



Geographic Scope & Travel Requirements:



+ US based - Location is flexible. Access to a major airport is essential.


+ Geographic responsibilities for specific accounts and their location in the US


+ Up to 50% Travel is expected.



Key Performance Measures:



+ Key sales performance metrics (results vs target; YOY growth, pipeline generated)


+ Forecast accuracy.


+ Responsiveness: Accuracy and on–time submission of reporting


+ Quality and strength of account plans, account meeting and account strategy


+ Early engagement


+ Number & quality of sales calls per week/month.


+ Number, quality & level of new customer contacts each week/month.


+ Maximize executive / economic buyer contact points in customer organization.


YOU MUST HAVE:


+ Bachelor’s Degree


+ 15 + years of industrial market sales experience


+ Account management and business development experience.


+ 5+ Years of Enterprise software sales experience


+ C-Level Sales experience


WE VALUE:


+ Advanced Degrees & Training.


+ Experienced in complex sales: including engaging early in the customer buying cycle at senior levels.


+ Previous working experience in a large, complex organization


+ Challenger Sales Training & demonstrated success using this methodology.


+ 10+ Years of Enterprise software sales experience


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.