Digital Services Business Consultant (Southern California)

Digital Services Business Consultant (Southern California)
Join a team recognized for leadership, innovation and diversity
Honeywell Building Solutions (HBS) has an excellent opportunity for a Digital Services Sales Business Consultant located in Los Angeles or Orange County California. The position reports to the California Digital Services Sales Leader. In this role, you will be responsible for selling a portfolio of existing and newly created Digital Services, Software as a Service (SaaS), Cloud and Buildings "Internet of Things" (IoT) solutions and related service business to new customers, including service to SaaS migrations. In addition to selling Digital Services as a primary focus, the candidate would also be required to sell traditional service (PM, Mechanical, Post Warranty, Full coverage) agreements.
As the Digital Services Sales Business Consultant, you will be responsible for new customer acquisition sales strategies, tactics, and processes leveraging Honeywell software based solutions to solve new customer's most critical business problems. You will be expected to utilize your experience in the Software, Building Services, Software as a Service (SaaS) in the commercials buildings market to develop demand and win new customers that are looking to embrace new technologies in their buildings through a connected application offering to create new revenue streams and offer greater productivity, safety, and occupant comfort. You will require the skillset to translate the Honeywell Digital Services and software value proposition into real-world business value.
Position Responsibilities:
Develop and sell recurring software licensing agreements of HBS Digital Services Portfolio (Vector Apps, Instant Alert Plus, Outcome Based Services, Sentience Cloud, Data Analytics and Reporting) to new customers and service to SaaS migrations in the assigned territory.
Sell traditional (PM, Mechanical, Post Warranty, Full coverage) service agreements as a second option from SaaS.
Responsible for achieving Sales Orders Annual Operating Plan (AOP) targets (Orders, Rev/GM and Profit) while following established pricing policies.
Identify and communicate the strengths and weaknesses of the Digital Services value propositions and making required adjustments based on market intelligence working closely with the marketing, technology and District teams.
Maintain a high degree of awareness of customer's next best alternatives and communicate competitive challenges in a timely manner to sales management and technology teams.
Manage all sales related activity management through the accurate, timely and detailed use of the Saleforce.com Customer Relationship Management (CRM) tool including opportunity reviews, win/loss analysis, pipeline funnel management, forecasting and lead generation.
Actively embrace the HBS Sales Management Operating System to include one on one's with Sales Leader, team calls, forecasting calls, opportunity reviews, Plan to Make Plan (PtmP) development with timely and accurate updates.
Investigate and understand the internal business processes of potential clients
Build high level executive/SVP relationships along the sales process resulting in long term partnerships.
Must be willing to travel as necessary throughout the assigned territory.
20 Provide Market Intelligence 20 Report Business Activities 20 Meet Business Plans 20 Engage with Channel Partners 20 Seek New Business
Bachelor's Degree
5 years of Software as Service (SaaS), Enterprise Cloud, Mobility, IT, Apps or business to business industry experience in the commercial and institutional buildings markets
5 years of Software Sales experience selling to directly to end users
Technical Bachelor's degree (Software, Engineering, Construction, Technology)
Building system experience (BAS/BMS, HVAC, Security, Energy Efficiency Systems)
IT knowledge and experience
8 years of sales experience in the commercial buildings industry.
Local market knowledge
Consultative selling experience
Solid understanding of customer financials and the ability to build business case investments
Proven experience developing and executing strategies for sales growth
Excellent Negotiation Skills with the ability to understand the customer needs, negotiate complex sales and total value offerings to customers
Experience cold calling, creating demand, selling entry point offerings in a short sales cycle leading to further enterprise adoption of software platforms
Understands the value of Service and the cost of ownership
Proven experience acquiring and selling to new customers
ExemptHow Honeywell is Connecting the WorldINCLUDES
Some Travel Required
Job ID: req154228
Category: Sales
Location: 22 Centerpointe Drive, La Palma, CA 90623 USA
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, or veteran status.

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