US Principal Account Manager, Enterprise Software Solutions

Title: US Principal Account Manager, Enterprise Software Solutions

Location: TX-Houston

2101 CityWest Blvd, Houston, Texas, 77042, United States

Category Sales, Marketing & Sales Support

Job Id HRD230071

Job Description:

Join a team recognized for leadership, innovation and diversity

When you join Honeywell, you become a member of our global team of thinkers, innovators, dreamers, and doers who make the things that make the future. Honeywell is hiring a US Principal Account Manager, Enterprise Software Solutions to sit remote in any major US city with 30-50% travel.

Honeywell Process Solutions is a pioneer in automation control, instrumentation, and services for the oil and gas; refining; energy; pulp and paper; industrial power generation; chemicals and petrochemicals; biofuels; life sciences; and metals, minerals, and mining industries. A leader in digitization, Honeywell delivers software and services that help customers overcome competitive pressures and uncertain market conditions to achieve game-changing business outcomes. Honeywell’s comprehensive software portfolio in process control, monitoring, safety systems and instrumentation provides optimized operations and maintenance efficiencies to meet diverse automation needs.

Job Summary & Key Responsibilities:

  • This role focuses on prospecting, qualifying and closing digital transformation opportunities in enterprise software by cultivating relationships with executive decision-makers and understanding their business drivers. You will leverage Honeywell Process Solutions’ full range of enterprise software offerings to drive new business development.
  • Develop and present tailored value propositions to enhance customer satisfaction and exceed business targets. This includes managing existing accounts, expanding market presence, and identifying new potential clients.
  • Act as the primary interface between clients and Honeywell’s solution consulting, product development, and sales teams. Collaborate with these groups to develop value propositions, process quotes, and expedite requests.
  • Translate complex technical information into easily understandable terms to foster respect and trust across all client organizational levels.
  • Anticipate client needs, customize solutions to align with their business objectives, and address issues proactively to exceed expectations.
  • Coordinate with Honeywell’s marketing and consulting functions to develop strategies and materials that support sales growth, including presentations and sales leads.
  • Ensure sales strategies are in alignment with Honeywell’s product policies, project engineering, and customer service capabilities.
  • Cultivate and sustain long-term customer relationships, leveraging an extensive network of C-suite connections to secure and grow enterprise software accounts.
  • Serve as a business partner to clients by establishing Honeywell as the primary supplier of enterprise software solutions, advocating for customer needs within Honeywell, and developing a multi-year growth strategy.
  • Prepare major opportunities for executive review and approval, ensuring adherence to quality standards and procedures to maintain customer satisfaction and structured business growth.
  • Champions the customers’ needs and requirements within the Honeywell organization and builds a multi-year growth plan.

Supervisory Responsibilities:

  • No direct reports. Influential leadership required.

Geographic Scope & Travel Requirements:

  • US based – Location is flexible. Access to a major airport is essential.
  • Geographic responsibilities for specific accounts and their location in the US
  • Up to 50% Travel is expected.

Key Performance Measures:

  • Key sales performance metrics (results vs target; YOY growth, pipeline generated)
  • Forecast accuracy.
  • Responsiveness: Accuracy and on–time submission of reporting
  • Quality and strength of account plans, account meeting and account strategy
  • Early engagement
  • Number & quality of sales calls per week/month.
  • Number, quality & level of new customer contacts each week/month.
  • Maximize executive / economic buyer contact points in customer organization.


  • Bachelor’s Degree
  • 15 + years of industrial market sales experience
  • Account management and business development experience.
  • 5+ Years of Enterprise software sales experience
  • C-Level Sales experience


  • Advanced Degrees & Training.
  • Experienced in complex sales: including engaging early in the customer buying cycle at senior levels.
  • Previous working experience in a large, complex organization
  • Challenger Sales Training & demonstrated success using this methodology.
  • 10+ Years of Enterprise software sales experience

Additional Information

  • JOB ID: HRD230071
  • Category: Sales
  • Location: 2101 CityWest Blvd,Houston,Texas,77042,United States
  • Exempt