Director, Data Center Strategic Accounts

Honeywell Technologies; Houston (TX); On-site; USD 180,000 - 260,000; Full time

Job summary

Honeywell International Inc in Houston seeks a strategic account leader to drive growth with priority EPCs and data center developers. You will own the full sales lifecycle from shaping opportunities to contract negotiations, while coordinating cross-functional teams across proposals, engineering, procurement and execution.

Expect to travel to customer sites and industry events as needed. Responsibilities include building a $10M+ pipeline, translating complex requirements into technical and

Qualifications

• 10+ years in complex solution sales at EPCs and major industrials
• Experience selling to hyperscale, colocation or enterprise data center customers and EPC partners
• Ability to travel to customer sites, project locations and industry events

Responsibilities

• Develop and execute strategic account plans for priority EPCs and data center developers.
• Build and manage a $10M+ project pipeline from concept to award.
• Lead consultative selling of gas skid and station solutions, translating requirements into value propositions.
• Shape opportunities by influencing front-end engineering decisions and procurement approaches.
• Coordinate cross-functional pursuit teams across proposals, engineering, execution, procurement, legal and finance.
• Own commercial strategy, contract negotiations and value-based deal positioning while protecting margin and managing risk.
• Maintain accurate opportunity data, forecasts and executive updates in the CRM system.
• Represent the business at customer meetings and industry events; monitor market trends.
• Ensure smooth transition from sales to project execution and continued engagement through commissioning and expansion opportunities.

Skills

Strategic accounts

Customer relationship management

Executive presence

Deal execution

Long-cycle sales

Travel (willingness to travel)

Forecasting

Cross-functional leadership

Education

Engineering or business degree

Tools

CRM system

Job description

The successful candidate will combine strategic account leadership, customer relationship management, technical credibility and disciplined deal execution.

• Develop and execute strategic account plans for priority EPCs and data center developers.

• Build and manage a qualified pipeline of $10 million-plus projects from concept/ specification through award.

• Build relationships with executive, commercial and technical stakeholders to understand business priorities, project requirements, risk factors and decision criteria.

• Lead consultative selling of gas skid and station solutions, translating customer requirements into differentiated technical and commercial value propositions.

• Shape opportunities early by influencing project specifications, approved-vendor strategies, front-end engineering decisions and procurement approaches.

• Coordinate cross-functional pursuit teams across proposals, project engineering, project execution, procurement, services, legal, finance and supply chain.

• Own commercial strategy, proposal quality, contract negotiations and value-based deal positioning while protecting margin and managing risk.

• Maintain accurate opportunity data, account plans, forecasts, competitive intel and executive updates in the customer relationship management system.

• Represent the business at customer meetings, industry events and executive reviews; monitor data center, energy infrastructure and competitive trends.

• Ensure effective transition from sales to project execution and remain engaged through commissioning, service and expansion opportunities.

Solution and Product Portfolio

• Integrated skid and station packages for fuel gas conditioning, flow metering, pressure monitoring and regulation and gas composition analysis

• Gas flow measurement solutions

• Pressure regulation and monitoring solutions

• Gas quality measurement, analysis and flow computing solutions.

• Gas leak detection systems.

• Pressure and temperature measurements

• 10+ years’ experience in complex solution sales and strategic accounts sales within EPCs and major industrial customers.

• Demonstrated success leading long-cycle, $10M+ dollar pursuits.

• Ability to communicate technical concepts and business value effectively to executive, engineering, procurement and operations audiences.

• Strong commercial judgment, financial acumen, execution discipline and executive presence.

• Ability to travel to customer sites, project locations and industry events as required.

Preferred Qualifications

• Degree in engineering, business or related discipline.

• Direct experience selling to hyperscale, colocation or enterprise data center customers and their EPC partners.

• Relationships at major US EPCs

• Experience with gas metering, pressure regulation, gas quality, instrumentation, controls or packaged skid systems.

Measures of Success

• Growth in qualified pipeline, bookings and margin performance on bookings.

Leadership Attributes

Strategic, customer-focused and highly collaborative, with the ability to simplify complexity, mobilize diverse teams, make sound decisions under ambiguity and maintain accountability from opportunity development through customer delivery.

BENEFITS OF WORKING FOR HONEYWELL

In addition to a competitive salary, leading-edge work, and developing solutions side-by-side with dedicated experts in their fields, Honeywell employees are eligible for a comprehensive benefits package. This package includes employer subsidized Medical, Dental, Vision, and Life Insurance; Short-Term and Long-Term Disability; 401(k) match, Flexible Spending Accounts, Health Savings Accounts, EAP, and Educational Assistance; Parental

Honeywell Technologies is a global, pure-play automation company with a legacy of innovating to help solve the world’s most mission-critical challenges, enhancing the quality of life for people and communities around the world. We serve the building, industrial and process sectors with a broad portfolio of services, solutions and products, underpinned by our Honeywell Technologies Accelerator operating system and Honeywell Technologies Forge intelligence layer. By combining the deep domain expertise of our more than 50,000 employees with decades of data from our global installed base, we are uniquely positioned to lead the industrial sector’s transition from automation to autonomy.

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.