Sales Manager - SaaS / Cloud / Apps or iOT

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As a Senior Connected Services Consultant, you will be responsible for selling recurring services agreements to HBT customers, focusing on driving adoption of new software as a service offerings: Apps (Vector, Pulse), Outcome Based Services (OBS), achieving Sales Orders Annual Operating Plan (AOP) targets (Orders, Rev/GM) while following established pricing policies.

Focus on growing service contract base through HBT’s software as a service offerings.

Sell services maintenance contracts to non-contracted installed base, positioning OBS as the primary offering.

Convert completed projects into maintenance contracts, positioning OBS as the primary offering (in conjunction with Account Manager, if assigned).

Work closely with AM/FSL for big contract renewals, positioning OBS as the primary offering.

Work closely with AM/FSL to migrate existing services maintenance contract to OBS.

Sell Vector, Pulse, across the HBT installed base

Identify opportunities and sell SaaS offerings to non-HBT customers.

Key Deliverables

Incremental Services contracts: Net bank growth is primary objective (net bank growth = existing bank + new maintenance orders - cancellations).

Migration of existing contract base to OBS.

Provide tailored solutions and value propositions for service maintenance contracts.

Initiate and participate in opportunity and account planning and strategy sessions.

Responsibilities

Business Relationships: As an integral part of the Sales and Services Teams work with the Sales Professionals to provide specialist knowledge for an identified sales opportunity. Engage with customers in cooperation with HBT Sales Leaders to define and develop a SAAS recommendation. Owns this process through close. In support of the business, interact with internal resources to ensure the voice of the customer is communicated internally. Proactively identify opportunities for new SAAS contracts with non-contracted customers. Works closely with the Services organization to identify and define the optimum service maintenance offer and delivery model. Drives contract renewals process.

Sales Process: Serves as the knowledge expert for service maintenance contracts. Once involved, owns sale through to close. Internally serves as a source of expertise on the competitions’ portfolios and their strategies. Acts as the focal point for pursuit plans and proposal strategies, for service maintenance contracts.

Customers: Once engagement has been agreed, engage customers at all levels including executive level decision makers when appropriate. Primary internal customers include sales professionals and services organization.

People Management: Is a team player working with many Sales Professionals and Services organization. Acts as a resource in support of the sale to address customer’s drivers and initiatives in a consultative manner.

Leadership: Provides coaching to other members of the Sales Team as it relates to their technical expertise. Provides coaching to FSL as it relates to commercial acumen.

Results: Accurately forecast and achieve orders, margin and growth in support of Annual Operating Plan in service maintenance contracts. Responsible for net service bank growth.

Reporting: Reports into National Sales leader

Skills

Ability to seek out and assess new opportunities

Able to deliver compelling presentations, using latest technology

Has the appropriate communication skills, tailored to meet the needs of diverse audiences, at different levels within an organization.

Able to build trust and credibility at all levels of the customer’s organization, including decision-makers across the customer’s business functions thereby positioning Honeywell as the vendor of choice

Is able to secure and finalize sales, through the Honeywell sales process.

Comfortably using new sales tools and supportive devices like iPads or smart phones to search for and share information, manage activities, integrate media into a tailored customer presentation.

Excellent Negotiation Skills with the ability to understand the customer needs, negotiate complex sales and total value offerings to customers.

Leverages a broad network to create optimum solutions at optimum cost

A strong team player

Be optimistic and tenacious at the same time; while applying experience, and a positive attitude consistently to deliver bottom line results.

Prioritize and focus efforts on best opportunities (short and long term) based on business needs.

See ahead clearly; can anticipate future trends accurately; learn quickly and think independently to adapt as required

Experience

Technical or financial bachelor preferred

5 years of selling SaaS, Cloud Services, Apps, IoT or maintenance contracts sales

Significant sales experience in the commercial buildings industry is preferred

Consultative selling experience.

Proven experience acquiring and selling to new customers, developing and executing strategies for sales growth

Experience of working in multiple vertical markets.

Proven ability to work on multiple projects/programs/ opportunities at one time

If this sounds like you, click APPLY now!