US Principal Account Manager, Enterprise Software Solutions

Title: US Principal Account Manager, Enterprise Software Solutions

Location: TX-Houston

2101 CityWest Blvd, Houston, Texas, 77042, United States

Category Sales, Marketing & Sales Support

Job Id HRD230071

Job Description:

Join a team recognized for leadership, innovation and diversity

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

Additional Information

• JOB ID: HRD230071
• Category: Sales
• Location: 2101 CityWest Blvd,Houston,Texas,77042,United States
• Exempt