Senior Account Manager - Industrial Automation

Honeywell Technologies; Qatar; On-site; QAR 300,000 - 540,000; Full time

Job summary

Honeywell Technologies seeks a Senior Account Manager to lead primary customer engagements in Qatar within the Energy sector, managing key relationships across the customer organization and acting as the main interface for Honeywell's value delivery.

You will drive account planning, coordinate cross‑functional teams, and translate customer needs into strategic opportunities to foster long‑term growth and new business across the country.

Qualifications

• Experience in solution sales within the Process Automation/O&G industry.
• Proven track record of success in the O&G industry or business environment.
• Experience building and maintaining relationships with customers at different levels.
• Experience in complex sales, early engagement in the buying cycle at senior levels, building long‑term strategic relationships, team selling, and opportunity planning.

Responsibilities

• Deep understanding of the customer’s business, drivers, and organization, and of the value Honeywell brings to deliver outcomes.
• Disseminate key messages, initiatives, and information about Honeywell’s value to all levels of the customer’s organization.
• Act as a business partner, establishing a defensible barrier to competitors, maximizing business potential, and acting as the primary supplier interface for all products, solutions, and services.
• Champion the customers’ needs and requirements within the Honeywell organization.

Tools

Siebel CRM

Job description

Job Description

We are currently seeking a motivated and passionate individual to join our team in the role of Senior Account Manager to be based in Qatar. In this role, you will act as the primary customer interface responsible for the development of business and management of relationships with specific customers in the Energy sector. You will understand the customer’s business, drivers, and organization, and appreciate the value that Honeywell Process Solutions brings to the customer to drive real business outcomes. You will disseminate key messages, initiatives, and information pertaining to the value Honeywell brings to that specific customer at all levels of the customer’s organization.

Responsibilities

• Primary customer interface responsible for building that customer’s business and maintaining relationships.
• Deep understanding of the customer’s business, drivers, and organization, and of the value Honeywell brings to deliver outcomes.
• Disseminate key messages, initiatives, and information about Honeywell’s value to all levels of the customer’s organization.
• Act as a business partner, establishing a defensible barrier to competitors, maximizing business potential, and acting as the primary supplier interface for all products, solutions, and services.
• Champion the customers’ needs and requirements within the Honeywell organization.

Business Relationships

• Develop and sustain long‑term customer relationships.
• Engage customers at all levels, including senior leadership.
• Engage early in the buying process to diagnose needs and tailor solutions.

Sales Process

• Manage day‑to‑day activities and strategic objectives, balancing superior customer service with strategic account planning.
• Achieve quarterly results and long‑term account goals.
• Identify new sales opportunities, building consultative support and value propositions.
• Serve as the customer’s ambassador and trusted advisor, overseeing relationship strategies, account and sales plans, proposal strategies, and contract negotiations.
• Drive sales campaigns and line‑of‑business strategic initiatives.
• Plan for long‑term account growth.

Customers

• Industrial customers in the Process Industries, including technical buyers, economic buyers, executives, and executive‑level decision makers.
• Pursue growth through regular face‑to‑face meetings and winning new customers to expand the assigned customer base.

People Management

• Leverage cross‑functional resources to address customer drivers and initiatives in a consultative manner.
• Guide and leverage management and executive sponsor interactions with the customer.
• Motivate others, provide strategic vision, and drive self‑ and team‑performance for positive results.
• Lead peers by influence to coordinate and support order pursuit.

Networks & Contact

• Internal: Sales leadership, account managers, lines of business professionals, sales operations, proposal and estimating leaders.
• External: End‑customer executives, commercial contacts, and partners.

Supervisory Responsibilities

• No supervisory responsibility as primary manager.
• Lead other peers as project manager where required.

Geographic Scope & Travel Requirements

• Frequent travel across the country is required (approximately 35% of the time).

Key Performance Measures

• Key sales performance metrics: results vs. target, year‑over‑year growth, pipeline generated.
• Forecast accuracy.
• Responsiveness: accurate and on‑time submission of reporting.
• Quality and strength of account plans and strategy.
• Early engagement.
• Number of new customers.
• Number of sales calls tracked in Siebel: at least 10 per week.
• Right / diverse contact points in customer organization.
• Execution of account management plan.
• Pipeline development at least 3× the target.
• Linearity.

Qualifications

• Experience in solution sales within the Process Automation/O&G industry.
• Proven track record of success in the O&G industry or business environment.
• Experience building and maintaining relationships with customers at different levels.
• Experience in complex sales, early engagement in the buying cycle at senior levels, building long‑term strategic relationships, team selling, and opportunity planning.
• Marketing and project management experience desirable.
• Previous experience in a complex organization.
• Deep understanding of the value proposition of ICSS Solution & Digitalization for the O&G/Energy sector.
• Strong market insight and business acumen.
• Account management skills, using market data to build successful account plans.
• Good knowledge of commercial terms and contract terms.

Equal Employment Opportunity

We are an equal opportunity employer and value diversity at our company. We do not discriminate based on race, religion, color, national origin, gender, sexual orientation, age, marital status, veteran status, or disability status. We will ensure that individuals with disabilities are provided reasonable accommodation to participate in the application or interview process, perform crucial job functions, and receive other employment benefits. Please contact us to request accommodation.

About Us

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 Honeywell Forge software – that help make the world smarter, safer, and more sustainable.