Channel Sales Director jobs in Baltimore, MD

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. 

Honeywell Building Automation (BA) is a leading global provider of products, software, solutions, and technologies that enable building owners and occupants to ensure their facilities are safe, energy efficient, sustainable, and productive. BA products and services include advanced software applications for building control and optimization; sensors, switches, control systems, and instruments for energy management; access control; video surveillance; fire products; and installation, maintenance, and upgrades of systems. Revenues in 2022 for BA were $6B and there are approximately 18,000 employees globally.

As a Lead Channel Sales Representative here at Honeywell BA, you will have a pivotal role in driving the sale of products, systems, and services through resellers/channels to achieve sales and profit goals. You will identify and approach key or strategic partners and set short and long-term channel strategies. You will develop customer relationships through partnering with Resellers and provide education of Honeywell products through technical presentations.  You will manage, maintain, and provide reports and opportunity status through regular business reviews. Additionally, you will analyze competitive intelligence, market trends, and drive New business for Honeywell BA.  This role will have a territory of Virginia, Maryland, Washington D.C., and Delaware.   
Time Allocation in the Future State Sales Motion

25% Identifying and penetrating new customers and markets
50% Growing and expanding spend in existing customer base
25% Maintaining revenue from existing customers
Key Responsibilities

Key Responsibilities

• 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
• Understand and articulate value propositions of Honeywell 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.
• Regularly or frequently undertakes coaching and mentoring for Sales (and sometimes marketing) community
• May have short-term interim people leader responsibilities, when necessary
• Expert knowledge of Honeywell Building technologies and solution offerings
• Understanding of all Honeywell policies and procedures