AdresseThe Cybersecurity Sales Specialist will be key to developing opportunities to drive a blend of Cybersecurity Services and Product solutions targeted at the Buildings space.
You will be responsible for growing the Buildings Cybersecurity business and engaging in developing collaborative relationships with customers, prospects, assisting in architecting solutions, designing business cases and presenting on the Cybersecurity offerings portfolio. In this role, you will partner with Honeywell account executives/business development teams, service and operations
personnel providing Cybersecurity expertise and technical support in the selling of the Cybersecurity offerings portfolio.
Focused on creating opportunity across all industry verticals and markets, you will engage across multiple levels from CxO to Facility Management of the client organization to address risk within operational technology environments via articulating the value of our Cybersecurity solutions, constructing bill of materials (BOMs), proposals, and additional materials to meet customer needs.
Tasks
Responsibilities:
- 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.
- 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
- Identify potential external resources, third party suppliers and eco-system partners to complement and expand the Honeywell Cybersecurity Services Portfolio
- Identify business improvement opportunities and focus on providing consultative support within the client’s operation(s) in pursuit of Cybersecurity Portfolio sales as well as assist with Cybersecurity pursuits in line Honeywell Connected Services sales
- Ensure the Cybersecurity vision and strategy for each client is well understood by those who can interact with the client
- Motivate and guide others in the strategic vision for the client in pursuit of Cybersecurity opportunities and impact the goals and objective requirements to grow the Services base
YOU MUST HAVE
- Bachelor’s degree
- Minimum of 5 years of industry experience in Cybersecurity, Operational Technology Security, Software as a Service (Saas), Enterprise Cloud, mobility, ICT, Applications in critical infrastructure and Industrial Controls markets
- Minimum of 5 years of software and security sales experience selling directly within the enterprise market
- Proven experience in expanding through large enterprise clients using strategic account initiatives
- Experience in creating demand, selling entry point offerings in a short sales cycle leading to further enterprise adoption of Cybersecurity frameworks
- 5 years sales experience in Cybersecurity
- 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
- Solid understanding of client financials and the ability to build business case investments based on risk mitigation
- 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
- Proven experience in expanding through large enterprise clients using strategic account initiatives
- Experience in creating demand, selling entry point offerings in a short sales cycle leading to further enterprise adoption of Cybersecurity frameworks
