THE FUTURE IS WHAT WE MAKE IT.

Principal Channel Sales Representative

Location - Anywhere in Australia

Start your career by making an impact and real connections with some of the most meaningful challenges around. When you join Honeywell, you become a member of our performance culture comprised of diverse leaders, thinkers, innovators, dreamers, and doers who are changing the future.

Make the Best You.

Working at Honeywell is not just creating incredible things. You will have the opportunity to work with our talented and friendly team of professionals and be part of a global team of future shapers.

Join Us and Make an Impact.

As a Principal Channel Sales Representative, you will guide and coordinate the operational aspects of ongoing Channel Sales projects and activities. You will facilitate the connection between Channel Sales Leadership, Marketing and Distributors You will review and advise on status of projects and budgets. You will assess Channel Sales issues and develop resolutions to meet productivity, quality, and customers satisfaction goals and objectives. You will develop mechanisms for monitoring project progress and for problem solving with project managers, distributors, and customers.

Key Responsibilities

• Lead Enterprise accounts with consultative selling, understand customers' business goals, operating objectives and requirements
• Focus on key accounts & pipeline growth with larger deals, Ensure alignment with key account plans & targets, Drive STRAP for the region
• Build and Close large multiple year Enterprise engagementsupported through Top-2-Top executive engagements
• Define Business Plans to drive ARR Transformation
• Drive Account Plans to exceed AOP
• Join forces with the Regional Business team and Global Consulting team to develop pipeline and top key pursuits in monthly/quarterly forecasting reviews to accurately portray the pipeline, best case and commit.
• Run the deal identification, qualification, and close process for key opportunities
• Obtain deep internal process knowledge around how Honeywell "qualifies" and "comply" to Competitive displacement, Greenfield pursuits.
• Business Profile - https://process.honeywell.com/us/en/solutions/industrial-operations

The APAC Enterprise Seller should possess Enterprise Consultative Selling background and prior experience in process industry. Deep understanding of functional and technical areas for process industry including Digital Transformation, Industry 4.0, IIoT knowledge and program experience, is essential. Knowledge of SaaS, recurring software business model, ARR Transformation and Cloud deployment models is required.

YOU MUST HAVE

• BS Degree in Chemical or in lieu of a degree, 10+ years' experience in either Engineering Services or Industry experience related Enterprise programs (based on Digital Transformation, Industry 4.0, IIoT for past few years)

• Minimum 5 years combined program management/pre-sales consulting experience required

• Experience handling key accounts in O&G, PetChem, Chemicals, EPC vertical including and not limited to Hyundai Group, Samsung Engineering, GS Caltex, S-Oil, Lotte, LG, YNCC, Hanwha

• Experience in driving large ARR based enterprise programs

• Ability to travel up to 50% in a region required

WE VALUE

The primary role of the Enterprise Seller is to develop strategic accounts and drive Honeywell's offering & increase HCI content in the region

As part of regional planning with key strategic accounts, focus will be on:

• Strategic Account Management

• Executive Connect

• Domain knowledge in process industry

• Program Roadmap Development

• Functional and Technical architecture of Enterprise programs

The Future Is What We Make It at Honeywell. From sustainable aviation fuel and life-saving healthcare sensors to collaborating on every NASA space mission since the 1950's, over 100 years of innovation has always been driven by an investment in our people.

Learn more about Honeywell: https://www.youtube.com/watch?v=CG-rmG0eKLk

Discover More

Our focus at Honeywell is innovation that drives business, improves the bottom line and creates solutions for our customers and communities around the world. There's a lot for you to discover. Our solutions, our case studies, our #Futureshapers, and so much more.

If you believe what happens tomorrow is determined by what we do today, you'll love working at Honeywell. Browse open roles at careers.honeywell.com/us/en/

Honeywell is an equal opportunity employer, and we support a diverse workforce. 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. Aboriginal and Torres Strait Islander peoples are encouraged to apply.

Honeywell is a proud advocate of the LGBTQ+ community and we are celebrating Pride Month in the Pacific by launching Pride Connect, our LGBTQ+ employee network, we encourage members of the LGBTQ+ community to apply to join our team of future shapers.

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Additional Information

• JOB ID: req482219
• Category: Sales
• Location: 2 Richardson Place,North Ryde,NEW SOUTH WALES,2113,Australia
• Exempt