Sr Channel Sales Rep
Honeywell
The future is what you make it. 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. Our mission is to attract, retain and develop diverse and highly motivated, entrepreneurial employees striving to flawlessly deliver superior value to our customers every day.
Our Channel Sales Representatives drive the sale of products, systems, and services through resellers/channels to achieve sales and profit goals. They identify and approaches key or strategic partners and set short and long-term channel strategies. This role will foster reseller satisfaction and performance. They will develop customer relationships through partnering with distributors or resellers. This role will provide education of Honeywell products through technical presentations and will manage, maintain, and provide reports and opportunity status through regular business reviews. Additionally, they will analyze competitive intelligence, market trends, and drive business through e-commerce portal.
Time Allocation in the Future State Sales Motion
- 25% Identifying and penetrating new customers and markets
- 40% Growing and expanding spend in existing customer base
- 20% Maintaining revenue from existing customers
- 15% Supporting customer sales inquiries
Honeywell helps organizations solve the world's most complex challenges in automation, the future of aviation and energy transition. As a trusted partner, we provide actionable solutions and innovation through our Aerospace Technologies, Building Automation, Energy and Sustainability Solutions, and Industrial Automation business segments – powered by our Honeywell Forge software – that help make the world smarter, safer and more sustainable.
The future is what you make it. 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. Our mission is to attract, retain and develop diverse and highly motivated, entrepreneurial employees striving to flawlessly deliver superior value to our customers every day.
YOU MUST HAVE
- Bachelor's Degree in Business Management or other relevant discipline
- Sales Experience: 3-7 years
- Segment/Market/ Channel: 2-6 years
- Professional conversational English
WE VALUE
- Proficiency in Challenger methodology
- Customer Centric Mentality - Demonstrated ability to develop and foster strong customer relationships
- Business Acumen and Vertical Expertise - In-depth knowledge of Honeywell and Business Strategy
- Results Driven - Ability to achieve results through influence in a matrixed-team environment
- Market Awareness - Familiarity with industry regulatory requirements and future mandates
- Competitive and Trend Awareness – Understanding of competitor platforms, products and technologies
- Communication - Strong verbal and written communications skills, including experience in technical writing and preparation of proposals
- Business Travel Requirement - Ability to travel up to 30% both domestically and internationally
#LI-Remote
- Manage relationships and serve as trusted advisor to executive customer stakeholders
- Identify and develop new relationships with potential customer stakeholders
- Oversee and manage customer relationships for an assigned book of accounts
- Identify additional cross-/up-sell opportunities for strategic, high-growth products using SFDC data and collaboration with sales reps, Hardware, services and software.
- Understand and articulate value propositions of Honeywell Productivity solutions and offerings
- Monitor and interpret product usage data for an assigned book of accounts to identify opportunities to improve adoption, pursue renewal opportunities, up-sell within existing products, or identify opportunities for a sales rep to cross-sell
- Develop strong, collaborative working relationships with internal stakeholders across the organization including Finance/Pricing, Legal, Customer Success, and Offering Management, etc.
- Understanding of Honeywell Productivity Solution offerings
- Understanding of all Honeywell policies and procedures