Director Strategic Account Management

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

Job summary

Honeywell Technologies is seeking a senior strategic account leader to drive multi‑million dollar EPC and data center opportunities. You will develop strategic account plans, build executive relationships, and guide cross‑functional teams from concept through award.

You will own the commercial strategy, shape specifications, manage risk and contract negotiations, and ensure a seamless transition from sales to project execution while maintaining accurate forecasts and pipeline data.

Qualifications

• 10+ years in complex solution sales and strategic accounts.
• Proven success leading long-cycle, $10M+ pursuits.
• Ability to communicate technical concepts to execs and engineers.

Responsibilities

• Develop and execute strategic account plans for priority EPCs and data center developers.
• Build and manage a qualified pipeline of $10 million+ projects from concept through award.
• Build relationships with executive, commercial and technical stakeholders.
• Lead consultative selling of gas skid and station solutions with differentiated value.
• Shape opportunities early by influencing specifications and procurement approaches.
• Coordinate cross-functional pursuit teams across proposals, engineering, procurement and services.
• Own commercial strategy, proposal quality, contract negotiations and value-based deal positioning.
• Maintain accurate opportunity data, account plans, forecasts, competitive intel in CRM.
• Represent the business at meetings and industry events; monitor trends.
• Ensure effective transition from sales to project execution through commissioning and expansion.

Skills

Strategic account leadership

Customer relationship management

Technical credibility

Disciplined deal execution

Forecasting

Executive presence

Travel willingness

Education

Engineering degree

Business degree

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.

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.