Director, Data Center Strategic Accounts

The successful candidate will combine strategic account leadership, customer

relationship management, technical credibility and disciplined deal execution.

RESPONSIBILITIES

* 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

QUALIFICATIONS

* 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.