Job Description

THE FUTURE IS WHAT WE MAKE IT


Solution Architect Cybersecurity (Lead Appl/Sys Sales Engineer)


Singapore
Honeywell Connected Enterprise (HCE) is building on our heritage of invention and deep, on-the-ground industry expertise. HCE is the leading industrial disruptor, building and connecting software solutions to streamline and centralize the assets, people and processes that help our customers make smarter, more accurate business decisions. Moving at the speed of software, we are creating, innovating and delivering solutions fast, challenging the way things have always been done, piloting new ways for all of us to work, and expecting our successes to set new standards for our customers and for Honeywell.
We are currently seeking a Solution Architect to join our HCE team in our Singapore office. Reporting to the Consulting/Solutions Architect Director, your focus will be to develop collaborative technical relationships with customer prospects and develop solutions to meet their needs. This work includes architecting, designing, and presenting the market leading Honeywell ICS solutions/ Portfolio, Bill of Materials (BOMs) and proposals. This individual will possess a combination of technical depth in the areas of Enterprise IT, Industrial Process Control, Industrial Networking and Industrial Cyber Security. The SA shall be able to effectively communicate, lead and influence customer cybersecurity strategy plans by being a trusted advisor for customers.
Key Responsibilities:

• Support Sales and/or other Honeywell sales functions combining knowledge of enterprise IT and industrial Cyber security best practices to develop solution architecture that meets customer’s needs and requirements.

• Support sales and/or other Honeywell sales functions in driving and creating content for thought leadership, strategic cybersecurity planning and risk management strategies through a consultative approach. Build value propositions for solutions into the account, serving as the expert for Industrial Cyber security. Be the focal point for pursuit plans and proposal, technical solutions for Cyber security.

• Produce and analyze requirements and strategize with Sales teams on the most optimum approach for bids

• Multitask and manage multiple pursuits across accounts tailoring solutions and developing business to achieve orders booking in assigned line of business

• Provide competitive insight and trends in support of sales pursuits. Develop and maintain deep understanding of Honeywell Industrial Cyber Security solutions Portfolio and contribute to new content creation for Cyber. Lead Customer Facing Demonstrations, Proof of Concepts, and RFI/RFQ/RFP technical solution design and responses.

• Support sales force to identify new sales opportunities with focus on providing consultative support by building value propositions for solutions into the account, serving as the expert for Industrial Cyber security. Be the focal point for pursuit plans and proposal strategies, for Cyber security.

• Develop and maintain deep understanding of Honeywell Industrial Cyber Security solutions Portfolio.

• Maintain deep understanding of 3rd party solutions and keep current Knowledge to market solutions and integration abilities

• Identify and understand customers’ business goals, operating objectives and requirements, and customize Honeywell Industrial Cyber Security Portfolio to best meet their needs.

• Serve as the primary technical cyber security sales support resource for regional Honeywell and working closely with HICS leaders and sales force.

• Lead Customer Facing Demonstrations, Proof of Concepts, and RFI/RFQ/RFP technical solution design and responses.

• Obtain deep internal process knowledge around how Honeywell “qualifies” and “certifies” 3rd party cyber solutions.

• Achieve financial commitments by achieving or exceeding assigned Quota and providing best in class technical teamwork with sales force.

• Communicate effectively when working with internal and external customers and vendors.

• Key Deliverables:

o Technical Proposal, Costings, Tailored solutions and value propositions for line of business o Enterprise Cybersecurity Orders Booking and Pipeline growth o Achieve or Exceed Orders, Revenue and growth above set quota in support of Annual Operating Plan (technology, solution set or vertical market) o Participation in Territory Planning and Strategy as well as forecast calls
Key Experience & Capabilities:

• Tier 1 Cybersecurity Vendor experience, Big 4 Firms or Global Tier 1 SI partners experience.

• Minimum 5+ years of experience with Enterprise IT solutions, SOC, Threat Intelligence, OT Cyber

• Minimum 5+ years combined pre-sales/technical sales support/application engineering experience required, know how to align with customers’ drivers and achieve objectives

• Minimum 5+ Years Knowledge of Current Industry Network and security Standards such as: IEC 62443, NIST, NERC CIP

• Excellent Presentation skills

• Excellent English (Writing, reporting and communication skills)

• Ability to travel up to 50% in a region when required

• Minimum 5+ years combined pre-sales/technical sales support/application engineering experience required

• Ability to travel up to 50% in a region required

• Technical background in the areas of Enterprise IT and industrial control systems, process control networks, SCADA or other industrial automation is important and preferred

• Successful application engineer and/or technical sales support track record

• Experience working with Consultancy companies

• Proven track record on solution architecting for major projects

• Proven track record on developing cybersecurity strategy planning with consultative selling

• Cybersecurity solution sales related experience

• Experience or capabilities demonstrated managing technical sales engineers or consultants

• Demonstrated executive presence, influence and leadership having worked with various levels of customer organizations

• Ability to motivate internal non-cyber account managers and additional sales management members of the integrated team resulting in aggressive Cyber Security growth

• Excellent interpersonal, communication, and presentation skills

• Ability to interact at the executive and technical level (internally and externally).

• Demonstrated successful complex consultative selling

• 5 to 10 years’ experience with cyber security/information security and/or IT and networking technologies, products, and services.

• 5 to 10 years consultative and technical sales experience and/or business development experience.

• Solution selling experience

About Us The world is changing. And it’s a familiar story at Honeywell. Our $36 billion business was founded on a legacy of firsts spanning 130 years. We’re building a safer, smarter, and more sustainable world through our technology and software across each of our 930 sites globally. Our impact is seen in every shape and size around the world. Our solutions are felt daily in aerospace, buildings and cities, retail, chemicals and materials, safety, industrial and manufacturing, safety, and supply chains.
Discover More We’ve been innovating for more than 100 years and now we’re creating what’s next. There’s a lot more available for you to discover. Our solutions, our case studies, our #futureshapers, and so much more. Learn more at careers.honeywell.com/us/en/
If you believe what happens tomorrow is determined by what we do today, you’ll love working at Honeywell.
The future is what we make it. So join us and let’s do this together.
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Additional Information

• JOB ID: HRD174236
• Category: Sales Excellence and Support
• Location: 17 Changi Business Park Central 1,U01-01/09, #02-01/09, #03-01/09, #04-01/09 & #05-01/05,Singapore,SINGAPORE,486073,Singapore
• Exempt