7 days old

Senior Offering Management Lead

Atlanta, GA 30303

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The Honeywell Building Solutions (HBS) Cybersecurity Marketing Offering Manager will be responsible for the management of the HBS Cybersecurity Products and Services (Offerings Portfolio) enabling further growth whilst being aligned to addressing customer challenges in the cyber-physical world.\r\r

This key role will form part of the Cybersecurity team and build on the established Cybersecurity Offerings Portfolio and set the product, services and development programs to allow an always competitive, customer embracing and challenge resolving Buildings Cybersecurity solution set. This will include identifying key value propositions and go to market strategies and establishing value based pricing models.\r\r

The Cybersecurity Product Manager having direct engagement with Business Development Managers, Account Executives and Consultants and will work to drive revenue and business growth, meeting accelerated business plans working directly to address market challenges with respect to Cybersecurity and ensure that at all times the HBS Cybersecurity Offerings Portfolio is at the forefront of not only technological advancement but also established and agreed partner relationships in order to increase customer Cybersecurity resilience. The role will build and deliver sales engagement materials and training to enable the workforce to identify, pursue, and sell cybersecurity offerings to customers.\r\r

The successful candidate will partner with Product Marketing, Marketing Communications, Supply Chain, Procurement, Sales and Business Development, Operations and Engineering amongst others to successfully develop, launch and manage products on time, market ready and aligned with customer demand and expectations in support of the companys overall strategy and goals in support of Annual Operating Plan (AOP) targets.\r\r

Areas of Responsibility:

Sales Consultation/Bid Support (Cybersecurity)

  • Act as the Consultant to bring credibility to the offerings development through clear understanding of customers drivers and the HBS Cybersecurity Offerings Portfolio.
  • Partner with the Sales business to help identify and develop new business opportunities which can be addressed through HBSs extensive solution offering, building value proposition, and combined knowledge of best practice and processes for the Cybersecurity market.
  • Coordinate with the Solution Advisors and Sales representatives to ensure products and services meet customers specifications and can be implemented by HBS.
  • Provide coaching and support to Sales professionals in winning opportunities; (i.e. providing Whitespace Analysis support) in this area, determine technical components related to customers mission critical factors; provide analytical feedback to Marketing and Sales professionals.
  • Establish and build trusted relationships with customers to provide solutions to meet end user needs through an understanding of business requirements and technology which extends to a trusted advisor relationship.
  • Work with functions to grow, embed and enable Cyber products and services into existing contracts.
  • Identify, develop, and maintain strategic industry partnerships to strengthen HBSs position, credibility and value proposition in the Cybersecurity technology space.
  • Supports both Sales professionals and customers during the technical requirement definition and solution development Sales process steps by providing knowledgeable subject matter expertise in line with the Cybersecurity Offerings Portfolio.
  • Participate in the creation of the customer technical roadmaps; and where necessary conduct customer demonstrations and presentations to support Cybersecurity opportunity growth.
  • Remain engaged with the customers to gauge long term and potentially impactful insights into the Cybersecurity Offerings Portfolios future development road map.
  • Know your stakeholders with the ability to engage, establish credibility, influence and negotiate at all levels including C-level executives.
  • Build productive customer relationships, developing sponsors for HBS, and continually seek and capitalise upon opportunities to increase customer satisfaction and deepen client relationships.
  • Actively promote HBS as an expert in Cybersecurity, be engaging and create new relationships with customers and vendors through networking events and industry forums.\r\r

    Projects/Service Leadership & Excellence (Cybersecurity)

    • In coordination with the Cybersecurity Operations Manager support operational leaders in the development and/or verification of cost plans and labour profiles for Cybersecurity Project and Service opportunities.
    • Liaise with Cybersecurity Operations Manager to price designed solutions, balancing risk mitigation with commercial acumen to ensure pricing estimates are realistic and achievable.
    • Act as the liaison between the business, internal Cybersecurity Operational delivery teams, and Honeywell supplier partners to ensure processes and tools are in place to support Cybersecurity solution delivery.
    • Participate in scope and contract review to ensure Honeywells bid submissions are appropriately qualified and participate in sub-contractor assessment and provide recommendations.
    • Provide best of breed technical consulting support to large Cybersecurity Projects and Service contracts.
    • Support the Cybersecurity Operations and Engineering Leaders in the creation and maintenance of Service processes required for the delivery of Cybersecurity based products and Managed Services.
    • Identify opportunities for improvement in the organisation's processes, tools and methodologies through the use of gained knowledge and/or technology.\r\r

      Engineering/Technical Leadership & Excellence (Cybersecurity)

      • Identify areas of innovation, technical excellence and best practices through knowledge sharing internally (regionally and globally) and externally to facilitate HBS becoming the go-to business for clients, star performers and employees.
      • Interface with the regional and district managers to ensure engineering activities are in-line with the companys Cybersecurity vision and strategy.
      • In cadence with the Cybersecurity Operations Manager conduct long-range planning and collaborate with business leaders to understand HBSs business forecasts and projected demand for resources and have input into future Project and Service team skill requirements.
      • Leverage internal and external benchmarking to identify leading industry practices to drive continuous improvement in the HBS Cybersecurity Offerings Portfolio.\r\r

        Product and Solution Development (Cybersecurity)

        • Set the vision for the products by understanding the market, customers and opportunity segments.
        • Stay abreast of local and global cybersecurity & privacy challenges and regulatory changes affecting the industry, participate in policy and practice discussions, and industry groups.
        • Use questioning strategies and represent Honeywell in meetings, discussions and negotiations with internal and external stakeholders, professional consultants, subcontractors and 3rd party vendors during the sales process and project initiation to ensure preferred outcomes are achieved.
        • Provide strategic input and advice on business and technology solutions for future prospects and initiatives.
        • Develop and manage cross-functional programs to continually optimize market readiness preparation for new solutions and software ensuring that all departments and Business Units (e.g. operations, marketing and marketing communications, business development and sales, solution delivery and support) are prepared for new product releases.
        • Through defined product value propositions, build and drive product and service roadmaps by identifying and prioritizing customer needs.
        • Setup and maintain all internal processes (part/model numbers, ACT, BOMs, cost/list/transfer prices in SAP etc.) for the products to be commercialized, quotable and readily orderable.
        • Develop product line value propositions and proposal templates for Proposal and Estimations (P&E).
        • Execute New Product Development (NPD) or New Product Introduction (NPI) processes for new Cybersecurity products and services and steer toward an appropriate outcome.
        • Own the product cost, margin and create licensing models that meet the customer and market demand.
        • Understand the competitive landscape to help baseline and gauge marketability of solutions.
        • Document and contribute to Marketing Requirement Documents (MRDs) & Product Requirements Documents (PRDs) for new products, releases & offerings.
        • Create compelling product portfolio presentations for customers and internal stakeholders\r\r


          YOU MUST HAVE

          • Bachelors Degree\r\t
          • \t10 years demonstrated experience in Product Manager or Product Marketing Manager roles.\r\r

            WE VALUE

            • 5 years of experience in a job in the Cybersecurity market.\r\t
            • \tMaster of Business Administration (MBA).\r\t
            • \tProven ability to influence cross-functional teams without formal authority.\r\t
            • \tExperience in the implementation of ITIL practices, continuous improvement and client focused service delivery standards and methodologies in large and complex organisations.\r\t
            • \tExperience implementing Honeywell's integrated product offerings and solutions and/or industry building automation software and solutions.\r\t
            • \tExperience with agile or iterative development methodologies to assist in the planning and/or delivery of application development projects.\r\t
            • \tExperience delivering projects following the Software Development Life Cycle (SDLC) model.\r\t
            • \tSound change management skills to lead change and acceptance within the workforce by proactively and creatively taking action to achieve goals.\r\t
            • ITIL IT Service Management Certification\r\t
            • \tCertified Ethical Hacker (CEH), Certified Information Systems Security Professional (CISSP) or similar.\r\t
            • \tCertification and/or Training in relevant ICT industry technologies such as MCTS/MCSA (Microsoft), VCP (VMware), CCNA (Cisco) or similar.\r\t
            • \tSix Sigma Green Belt or higher certification.\r

              Additional Information
              • JOB ID: HRD93950
              • Category: Business Management
              • Location: 715 Peachtree Street, N.E.,Atlanta,Georgia,30308,United States
              • Exempt