Senior Territory Manager – OT Cybersecurity
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Job Description
Senior Territory Manager growing Honeywell’s OT cybersecurity business for smart buildings. Building executive relationships, winning enterprise accounts, and advancing connected-facility security solutions.
Responsibilities:
- Understand clients’ external industry drivers, business imperatives, and organizations to develop growth, maintain, and manage strategies
- Develop, own, and lead sales in blended offerings supporting Cybersecurity growth targets
- Lead customer-facing proof of concepts and other sales motions to compete and close business
- Engage executive-level client contacts to advise on framework-based, long-term cyber risk mitigation
- Drive new customer acquisition, secure new logos, and expand Cybersecurity business
- Own growth strategies for key enterprise accounts by identifying, qualifying, and executing account expansion opportunities
- Achieve Annual Operating Plan targets for orders, revenue/gross margin, and profit
- Manage strategic account planning, quarterly results, and long-term client goals
- Identify business improvement opportunities and provide consultative support
- Manage and build client contacts as client advisor and advocate
- Maintain Salesforce.com CRM records, opportunity reviews, win/loss analysis, pipeline funnel management, forecasting, and lead generation
- Deliver regional margin, orders, revenue, and growth plans
- Forecast revenues to management using active pipeline, pursuing, and commit categories
Requirements:
- Bachelor’s degree in a Business or Engineering related discipline
- At least 8 years industry experience in Operational Technology Cybersecurity, Cybersecurity, Software as a Service (SaaS) in the cyber field, Enterprise Cloud, ICT, Applications in critical infrastructure and Industrial Controls markets
- At least 3 years software and security sales and demand-generation experience directly within the enterprise market
- Valid Canadian driver’s license
- Travel up to 50% throughout Canada
- Working knowledge of ISA/IEC 62443 Standard and NIST Cybersecurity Framework
- ITIL – IT Service Management Certification
- Six Sigma Green Belt or higher certification
- Information Security accreditation (CISSP or equivalent)
- 8 years sales experience in Operational Technology, Cybersecurity, and Sales
- Local market knowledge and understanding of opportunity landscape
- Cross selling and consultative selling experience
- Proven experience selling to C-Level Executives
- Demonstrated executive presence, influence and leadership across client organizations
- Proven experience developing and executing strategies for sales growth
- Excellent negotiation skills for complex sales and total value offerings
- Excellent interpersonal, communication, and presentation skills
Benefits:
- Comprehensive health benefits, including medical, vision, dental, and mental health coverage
- Paid vacation and statutory holidays in accordance with Canadian labor standards
- Retirement plan (based on regional policy)
- Opportunities for career growth within a global organization
- Professional development programs and continuous learning opportunities
- Incentive eligible
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