CyberSecurity Enterprise Account Executive
Honeywell Intelligrated
rd Floor, Wing , Cluster C, EON Special Economic, Zone, Pune, Pune, MAHARASHTRA, India
2d ago

Deliver business value through Right and Fast partnership

The Cybersecurity Enterprise Account Executive is responsible for delivering increased market share and building and owning sustainable relationships within named accounts and opportunities :

  • Defining and executing the sales strategy for designated accounts as well as managing the growth of Industrial Cyber Security initiatives.
  • Deliver year over year growth in revenue / margin for the assigned client base to meet both annual and long term growth expectations for enterprise sales within HCE Cybersecurity.
  • Understand the structure and performance of the client’s infrastructure and systems, including Networks and Cyber Security, as well as the client’s business models.
  • Identify business improvement opportunities within the client’s operation(s) where Honeywell Cyber Solutions may add value.
  • Develop and sustain strategic relationships with clients at all levels that relate to Cybersecurity, such that Honeywell’s Cyber Security Solutions and services become, and are recognized as, strategic to the client.
  • Ensure that the value of Honeywell’s Cyber Security Solutions are clearly understood and effectively communicated to all appropriate IT, OT and executive personnel in the client organizations.
  • Develop and maintain an annual account sales strategy aligned to the client’s ongoing strategic and tactical business initiatives and that delivers clear value, maintain and manage associated pipeline in order to deliver and exceed AOP.
  • Participate in the identification of ICS product development / improvement requirements that are identified within the account, to further increase the value Honeywell can add to their systems, services and support investment.
  • Work proactively with the operations teams to identify resources, skill-sets and loading for sales support, consultancy projects and post project support in a timely manner.
  • Collaborate and share Cyber Security knowledge with all members of the teams to deliver maximum value to our clients and to Honeywell.
  • Build relationships with other Honeywell functional groups, alliance partners, and key suppliers to enable maximizing the team’s overall portion and profitability of each Cybersecurity pursuit.
  • Clearly understand customer drivers, initiatives, and critical success factors and how enterprise solutions and services impact their goals and objectives.
  • Drive a strong MOS with external clients and internal stakeholders
  • Own maintaining and regularly reporting on initiatives, sales data and growth.
  • ADDITIONAL POSITION RESPONSIBILITIES :

  • ICS Strategy development for the account base
  • Cyber Business development and account revenue growth.
  • Mentor the HPS sales team members, imparting how Honeywell ICS can positively impact customer value and cost drivers to support the client’s business through the adoption of Honeywell ICS solutions.
  • Develop and maintain (annually) a customer ICS sales strategy aligned to the client’s ongoing strategic and tactical business initiatives and that delivers clear value to your clients and to Honeywell.
  • Develop and sustain key executive, IT and OT relationships within the client base
  • Promote and position Honeywell as the client’s strategic Cyber Security Consultant.
  • Participate in the identification of ICS product development / improvement requirements that are identified within the account, to further increase the value Honeywell can add to their systems, services and support investment.
  • Work proactively with the operations teams to identify resources, skill-sets and loading for sales support, consultancy projects and post project support in a timely manner.
  • Collaborate and share Cyber Security knowledge with all members of the teams to deliver maximum value to our clients and to Honeywell.
  • Build relationships with account managers, Country Field Service (FSM), Project Manager (PM’s), Operations, Estimation to estimate resources, project operations, contracts, technical consultants, International Projects, field service leaders, and other Honeywell functional groups, alliance partners, and key suppliers to enable maximizing the team’s overall portion and profitability of each Cyber Security project pursuit.
  • Clearly understand customer drivers, initiatives, and critical success factors and how Honeywell’s ICS solutions and services impact the goals and objectives.
  • Manage an MOS with HICS leadership and peers
  • Maintain and regularly report on initiatives, sales data and growth
  • Be the cyber go to expert in the region
  • Experience / Skills Required

  • Deemed expert by peers in 1) Industrial Cyber Security 2) Industrial Networking, and 3) Industrial Process Control
  • Experience or capabilities demonstrated managing technical sales engineers or consultants
  • Demonstrated executive presence, influence and leadership having worked with various levels of customer organizations
  • Cyber Security change agent capable of driving and delivering external and internal change resulting in alignment of customer Cyber Security and Network Solutions needs and company capabilities resulting in a win-win relationship that delivers long term sustainable growth.
  • Ability to motivate Honeywell account managers and additional sales management members of the integrated team resulting in aggressive Cyber Security growth through the Honeywell Middle East account base.
  • Excellent interpersonal, communication, and presentation skills
  • Has interacted with and has business knowledge of customers and their Industrial Process, Cyber and Networking requirements..
  • Ability to interact at the executive and technical level (internally and externally).
  • Demonstrated successful complex consultative selling.
  • Basic Qualifications :

  • Minimum 5 to 10 years’ experience with cyber security / information security and / or IT and networking technologies, products and services.
  • Minimum 5 to 10 years consultative and technical sales experience and / or business development experience.
  • Large project experience
  • Bachelor’s degree.
  • Cyber security accreditation or qualifications
  • Preferred Qualifications :

  • Experience in the capabilities and configuration of cyber security controls and solutions, for example, identity and access management, network security, endpoint security, application security, IDS / IPS, deep packet inspection, SIEM, data analytics, Big Data, security and risk management consulting.
  • Experience with industrial control systems, process control networks, DCS, SCADA and / or industrial automation.
  • Successful large project win track record.
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