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Director Consulting - Americas

Honeywell International

Honeywell International

Houston, TX, USA
Posted on Friday, June 7, 2024

Innovate to solve the world's most important challenges

This role will be in the Honeywell Connected Industrial (HCI) business unit, within the Honeywell Connected Enterprise Strategic Business Unit. This is Honeywell's software division, dedicated to advanced applications for industrial customers, including optimization and digital twins, with a focus on growth. The Solutions Consulting Director will report directly to the Global Head of Sales at Honeywell Connected Industrials.

The Director Consulting - Americas will lead a diverse team of Solution Consultants within their pole. They will be responsible for supporting sales efforts by developing adoption of Honeywell Industrial software solutions. This role involves collaborating with the Pole General Manager, Sales Director, global Product Managers, the Proposal & Estimates team, and HCI leadership to identify, develop, and convert HCI opportunities in the region. The successful candidate will play a key role in driving the outcome-based Sales Model and Top-to-Top Sales, demonstrating technical solution expertise, business consulting skills, and a commercial mindset.

Strategic Objectives:

Become the Sales Partner for Outcome-Based Sales:

  • Lead consultative selling for outcome-based connected programs, including diagnostic and value proposition development.
  • Identify and drive new innovative opportunities to grow top line such as new go-to-market approaches and value propositions.
  • Drive strategic enterprise-level selling programs by leading and strategizing high profile customer engagements, including: understanding the customer’s needs; crafting hypotheses on collaboration areas; guiding consulting teams in developing value cases; and leading presentations with senior customer leadership
  • Consolidate pole experience through Top-to-Top engagements, focusing on value delivered, lessons learned, and customer segmentation.

Influence Future Solution Offering:

  • Identify and suggest future offerings to evolve value propositions, collaborating with connected product owners.
  • Propose new contractual models and go-to-market strategies to drive growth.
  • Support marketing in defining critical messages for market penetration through HCI offerings.

Develop a Talent Engine for Honeywell Connected Industrials:

  • Build and groom a strong team of future HCI connected leaders within the organization.
  • Support HCI transformation into the connected business and operating model.
  • Share best practices and successes across HCI.

You Have

  • Minimum of 10+ years of experience in sales, consulting, and/or engineering roles, with demonstrated leadership and team management experience.
  • Industry knowledge in oil & gas, chemicals, and Mining/Metals/Minerals (MMM) industry sectors
  • Ability to develop and present technical knowledge across solution portfolios and emerging connected & analytics technologies.
  • Proficiency in diagnosing customer operations performance, identifying operational excellence levers, estimating impact on plant EBITDA, and developing value propositions.
  • Proven track record of leadership, project management, team building, and organizational development.
  • Demonstrated ability to drive actions and implement effective solutions to achieve business results.
  • Creative yet pragmatic problem-solving skills with attention to detail.
  • Ability to develop growth strategies for existing and new customers, including expansion of value and driving adoption.

WE VALUE

  • Master’s degree in business or technical discipline
  • Ideally, a combination of experience in automation/industrial companies and consulting firms (system integrators, management consultancies).
  • Demonstrated ability to develop and foster strong customer relationships
  • In-depth knowledge of Honeywell and competitor platforms, products and technologies
  • Experience in technical writing and preparation of proposals

Additional Information

  • JOB ID: HRD229277
  • Category: Sales Excellence and Support
  • Location: 2101 CityWest Blvd,Houston,Texas,77042,United States
  • Exempt

Honeywell is an equal opportunity employer. Qualified applicants will be considered without regard to age, race, creed, color, national origin, ancestry, marital status, affectional or sexual orientation, gender identity or expression, disability, nationality, sex, religion, or veteran status.