Honeywell AP Cyber Security Sales Leader in Malaysia
A key area for growth of our business aligns to our global Breakthrough Initiatives – initiatives that haven’t traditionally been “core” to our business but are now being driven to deliver “breakthrough growth". One of the areas of focus in the Asia Pacific region is Cyber Security.
The Honeywell Process Solutions (HPS) Industrial Cyber Security business has an opening for a Cyber Security Sales Leader to manage the business in Asia Pacific with the preferred location of KL, Malaysia, but also willing to consider cities in India and China.
This position will manage a team of Cyber Security Sales Specialists in Asia Pacific while also partnering with regional Sales Leaders and other HPS Business Unit leaders and General Managers to drive the continued growth of our industrial cyber security solutions business. The ideal candidate will possess a successful business development and technical sales management track record, growing sales with major accounts in the industrial automation space.
The person will lead his/her organization of Sales Specialists to develop collaborative relationships with prospects and customers, develop and present cyber security solutions and proposals to meet customer needs, and win medium and large-scale cyber security opportunities. The sales team will partner with HPS account leaders as well as project and field service leaders to develop and close business. The Cyber Security sales team provide the cyber security expertise and technical sales support required to successfully sell our Industrial Cyber Security solutions portfolio. Along with regional responsibilities for delivering sales growth, this person is responsible for managing existing as well as establishing new global partnerships with leading cyber security technology and product vendors.
The person will participate in key customer engagements across multiple levels from CxO-level to Process Engineers, understanding their needs and articulating the value of our cyber security solutions. The ability to establish productive customer relationships with key IT, operational and cyber security executives and decision makers, and to transition these relationships into profitable business engagements is imperative.
Role Responsibilities: • Deliver year over year sales orders growth for the HPS Industrial Cyber Security Solutions business in the Asia Pacific • Effectively lead and manage a team of Cyber Security Business Development and Technology Partner Managers to build sales pipeline, win business and deliver results for this high growth business • Develop and maintain understanding of our Industrial Cyber Security solutions and service offering and the security we embed in Honeywell Process Solutions (HPS) products. • Understand customers’ business goals, operating objectives and cyber security risks, and marry that understanding with Honeywell cyber security solutions that best meet customer needs. • Develop and sustain strategic relationships with clients at all levels from senior executives to operational personnel that relate to Industrial IT, Networking and Cyber Security, such that Honeywell's Cyber Security Solutions and services become strategic to the client. • Understand competitors’ regional value propositions and go-to-market approaches and lead the Cyber Security Business Development team to develop and execute winning sales strategies. • Manage his/her team to partner with HPS Sales Leadership to map and align Honeywell’s industrial cyber security solutions and capabilities with clients’ strategic and tactical Cyber Security goals and objectives. • Ensure that the value of Honeywell's Cyber Security Solutions are clearly understood by his/her team and effectively communicated to all appropriate IT, OT and executive personnel in the client organizations. • Utilize the regional cyber security operations teams of Solutions Architects, Estimators and Field Cyber Security Specialists to support clients’ cyber security requirements, and the growth of Honeywell's business with them. • Identify, establish and manage global technology and go to market partnerships with leading cyber security vendors
Basic Qualifications: • Minimum 10 years technical sales, sales management and/or business development experience. • Minimum 10 years experience with cyber security, information security, IT, networking technologies, and/or software products and services. Preferred Qualifications: • Demonstrated executive presence, influence and leadership having worked with various levels of customer organizations • Excellent interpersonal, communication and presentation skills • Experience with industrial control systems, process control networks, DCS, SCADA and/or industrial automation. • Has interacted with and has business knowledge of HPS customers and their Industrial Process Control, cyber security and networking requirements. • Experience in the capabilities of cyber security controls and solutions, for example, identity and access management, network security, endpoint security, application security, IDS/IPS, deep packet inspection, SIEM, data analytics, Big Data, security and risk management consulting. • Ability and willingness to travel with typically 50% away from home.
Title: AP Cyber Security Sales Leader
Requisition ID: 00344543