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Honeywell Industrial Automation (IA) Honeywell Industrial Automation enables process industry operations, creates world-class sensor technologies, automates supply chains, makes warehouses smarter, and improves worker safety. This combination will build on our core strengths in controls and automation technologies which in turn allows us to deliver better commercial outcomes for our customers. Helping us bring these technologies to the market is a global network of channel partners, including distributors, systems integrators, and resellers, who are supported by the Global Channel Excellence team.
With Channel partners playing a pivotal role in scaling our commercial capabilities, we have created dedicated new roles to support channel strategies in our core businesses (Process Measurement & Controls, Smart Energy & Thermal Solutions, Honeywell Sensing Solutions, Productivity Solutions & Services). These roles will partner with a respective business's commercial, marketing, and regional channel excellence teams to ensure the channel program strategy supports revenue-generating and commercial targets for the business.
Key Responsibilities:
- Own the channel partner strategy for the assigned business and ensure it is effectively aligned with the commercial targets and objectives.
- Drive ongoing analysis of the partner network and implement actions that ensure coverage of identified growth vectors (geographies, market segments) for the assigned business.
- Analyze the commercial effectiveness of the partner network and in partnership with regional channel program leaders ensure the right partner mix to support near-term growth objectives globally and regionally (alignment to the business and channel AOP).
- Develop a multi-year strategy to grow the commercial capabilities and effectiveness of the partner network in alignment with the medium- and long-term business strategic plan. Recommend changes to the partner network as needed (alignment to STRAP) and execute changes in partnership with regional commercial and channel teams as well as business leadership.
- Identify and understand broader market and regulatory trends impacting channel partners in the specific business and ensure these are reflected in the program design, strategy, and execution.
Evaluate and maintain the competitiveness of the Catalyst Channel Program for the assigned business against competitor programs. Suggest and implement program improvements to continue positioning HON as the preferred partner. - Develop a point of view on, recommend and execute, in partnership with regional and global channel and business teams, adjustments to program structure and design, including incentives, requirements, policies and governing frameworks, to attract and retain top channel partners globally.
- In partnership with marketing, customer service and pricing teams execute the 80/20 analysis and drive ongoing alignment to the Catalyst Partner Program tiering. Ensure optimized delivery of internal service level and partner experience.
- Partner with marketing to optimize utilization of program benefits, including MDF and rebates, and drive measurable improvement in ROI, partner engagement and retention metrics.
- Manage compliance and legal requirements of the channel program, ensuring deployment and renewal of program agreements, channel contracts, partner due diligence and vetting.
- Partner with regional channel excellence leads to ensure uniformity in program design and partner network with regional variations necessary to support commercial goals for the assigned business.
MUST HAVE
- 8+ years of overall experience in marketing, sales, commercial operations, or commercial excellence, preferably within channel-focused industries or companies
- Understanding of direct vs. channel partner sales frameworks and commercial strategies, including two-step distribution. Familiarity with different types of channel partners and differences in business models across the channel types, including distributors, resellers, system integrators, and OEMs.
- Highly analytical decision-making, with ability to support abstract ideas with structured analysis.
- Experience with analytical software: Excel, Salesforce, PowerBI and Tableau
- Experience working with cross-functional teams and broad business functions including marketing, sales, legal and compliance.
WE VALUE
- MBA or Master's degree from an accredited university or college
- Prior experience with or knowledge of broader commercial trends impacting building automation, building management systems, or the building security industries.
- 5+ years of channel marketing or channel operations experience
- Excellent communication skills, both written and verbal.
- Self-motivation and self-management
- The ability to build consensus across various functional groups, including peers, senior executives, and management.
- Excellent project management skills
- Strong interest in driving commercial growth in complex business environments and large matrixed organizations.
Additional Information
- JOB ID: HRD244687
- Category: Sales Excellence and Support
- Relocation Tier: Tier 3
- Security Clearance:
- Aviation Authority (FAA for US):
- Band: 04
- Referral Bonus: 1500
- Requisition Type: Standard Requisition
- US Citizenship:
- FLSA Statement:
- FLSA CODE: Exempt
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.
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