Sr Adv Appl/Sys Sales Engineer

This individual will possess a combination of technical depth in the areas of Industrial Process Control, Industrial Networking, and Industrial Cyber Security. The TSC shall be able to effectively communicate, lead and influence customer cybersecurity strategy plans by being a trusted advisor for customers.

Key Responsibilities

• Support Sales and/or other Honeywell sales functions combining knowledge of enterprise IT and industrial Cyber security best practices to develop solution architecture that meets customer’s needs and requirements.
• Support sales and/or other Honeywell sales functions in driving and creating content for thought leadership, strategic cybersecurity planning and risk management strategies through a consultative approach. Build value propositions for solutions into the account, serving as the expert for Industrial Cyber security. Be the focal point for pursuit plans and proposal, technical solutions for Cyber security.
• Produce and analyse requirements and strategize with Sales teams on the most optimum approach for bids
• Multitask and manage multiple pursuits across accounts tailoring solutions and developing business to achieve orders booking in assigned line of business
• Provide competitive insight and trends in support of sales pursuits. Develop and maintain deep understanding of Honeywell Industrial Cyber Security solutions Portfolio and contribute to new content creation for Cyber. Lead Customer Facing Demonstrations, Proof of Concepts, and RFI/RFQ/RFP technical solution design and responses.
• Support sales force to identify new sales opportunities with focus on providing consultative support by building value propositions for solutions into the account, serving as the expert for Industrial Cyber security. Be the focal point for pursuit plans and proposal strategies, for Cyber security.
• Develop and maintain deep understanding of Honeywell Industrial Cyber Security solutions Portfolio.
• Maintain deep understanding of 3rd party solutions and keep current Knowledge to market solutions and integration abilities
• Identify and understand customers’ business goals, operating objectives, and requirements, and customize Honeywell Industrial Cyber Security Portfolio to best meet their needs.
• Serve as the primary technical cyber security sales support resource for regional Honeywell and working closely with OT Cyber leaders and sales force.
• Lead Customer Facing Demonstrations, Proof of Concepts, and RFI/RFQ/RFP technical solution design and responses.
• Obtain deep internal process knowledge around how Honeywell “qualifies” and “certifies” 3rd party cyber solutions.
• Achieve financial commitments by achieving or exceeding assigned Quota and providing best in class technical teamwork with sales force.
• Communicate effectively when working with internal and external customers and vendors.

Key Deliverables:

• Technical Proposal, Costings, Tailored solutions, and value propositions for line of business
• Cybersecurity Orders Booking and Pipeline growth
• Achieve or Exceed Orders, Revenue and growth above set quota in support of Annual Operating Plan (technology, solution set or vertical market)
• Participation in Territory Planning and Strategy as well as forecast calls

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• Korean language proficiency is required; Japanese language skills would be a strong advantage.
• Minimum 7+ years of experience with OT, Cybersecurity, OC, Threat Intelligence,
• Minimum 7+ years combined pre-sales/ technicial support/ application engineering experience required, know how to align with customers’ drivers and achieve objectives
• Minimum 5+ Years Knowledge of Current Industry Network and security standards such as
• Ability to travel up to 25-50% in a region when required
• Minimum 5+ years combined pre-sales/technical sales support/application engineering experience required
• Technical background in the areas of industrial control systems, process control networks, SCADA or other industrial automation is important and preferred
• Successful application engineer and/or technical sales support track record
• Experience working with Consultancy companies
• Proven track record on solution architecting for major projects
• Proven track record on developing cybersecurity strategy planning with consultative selling
• Cybersecurity solution sales related experience
• Demonstrated executive presence, influence and leadership having worked with various levels of customer organizations
• Ability to motivate internal non-cyber account managers and additional sales management members of the integrated team resulting in aggressive Cyber Security growth
• Excellent interpersonal, communication, and presentation skills
• Ability to interact at the executive and technical level (internally and externally).
• Demonstrated successful complex consultative selling
• 5 to 10 years’ experience with cyber security/information security and/or IT and networking technologies, products, and services.
• 5 to 10 years consultative and technical sales experience and/or business development experience.

 

Honeywell Technologies is a global, pure-play automation company with a legacy of innovating to help solve the world’s most mission-critical challenges, enhancing the quality of life for people and communities around the world. We serve the building, industrial and process sectors with a broad portfolio of services, solutions and products, underpinned by our Honeywell Technologies Accelerator operating system and Honeywell Technologies Forge intelligence layer. By combining the deep domain expertise of our more than 50,000 employees with decades of data from our global installed base, we are uniquely positioned to lead the industrial sector’s transition from automation to autonomy.