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Honeywell Senior Channel Sales Representative in United States

Honeywell is charging into the Industrial IoT revolution with the establishment of Honeywell Connected Enterprise (HCE), 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.

The Senior Channel Sales Representative is a key role in the Tridium organization that provides support and management of assigned OEM’s, managed key executive relationships, working with Distribution & System Integrator partner channels and hunting for net new OEM relationships that result in mutual profitable growth. The Senior Channel Sales Representative works closely with cross-functional team members to market the Tridium portfolio of products, drive channel partnerships, create new business opportunities, and generate demand to be filled by the OEM channel. This role supports OEM partners in sales visits, new product introduction, engineering adoption, marketing campaigns, participates in VoC and helps drive OEM innovation in the market to expand the Niagara footprint. This position requires a highly motivated, self-confident individual of the highest integrity who possesses a wide range of knowledge, skills, and abilities. This position requires an individual who can build enduring relationships, act as a trusted advisor and business consultant, and coach the field-based technical sales efforts of our channel partner teams.

The person must be well positioned as an industry leader to articulate clear strategic visions to partners, display high energy to motivate internal / external stakeholders, effective communicator, hunter mindset and have a proven track record of results. This role requires a person to have a deep understanding of various channel programs, complex pricing models, marketing levers to drive change, legal contracts and fearless to challenge status quo. This position is critical to the digital transformation within the buildings automation industry to solve complex business problems within the channel.

This role is also highly visible within the internal leadership team by not only delivering on monthly, quarterly and annual revenue goals but also being the critical bridge for internal stakeholders to collect partner VOC, test out early beta offerings and launch NPI with channel partners. The person is expected to work cross functionally with internal teams to defend against the competition by having the most robust product offerings through consultative value selling, the most impact MARCOM communication, work with the specifier community to drive greater Niagara specifications and product marketing to ensure the product is best positioned to win. This position demands a person to operate with a sense of urgency for short term results while balancing long term business plans for sustainable growth and calls for a very hands on manager who is actively in the field in front of partners weekly.

Ability to travel up to 50%


  • Bachelor's degree from four-year College or university

  • 3 + years experience selling building automation software or IOT software

  • 3 + years experience working with channel partners in OEM, Distribution, System Integrator or IT Reseller capacity

  • 1 + year of experience to forecast business demand


  • Masters Degree preferred

  • Understanding of building automation or IOT and the full Tridium portfolio of Hardware, Professional Services and all software models

  • Deep understanding of multi-channel go to market strategies

  • Existing relationships with Distribution and System Integrators in region

  • High financial aptitude

  • Proven track record of achieving / over achieving revenue goals

  • Highly efficient SFDC utilization to manage through measurable KPI’s

  • Excellent track of public speaking

  • Ability to think creative and pioneer a new product offering

  • Passion for working in a fast pace “start up” environment

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.