Jobs at Honeywell

Job Description
Portfolio Scope:

• Commercial security and enterprise access-control solutions, with particular focus on Lenel and the broader SAS portfolio.
• Hospitality access and locking solutions, with particular focus on Onity and relevant connected guest and property security applications.
• Video surveillance, intrusion detection, perimeter protection, and complementary security devices, software and integrations.
• Integrated security platforms, lifecycle services, modernization and connected-building use cases that expand SAS penetration across South Africa and Sub-Saharan Africa.

Key Responsibilities
Growth & demand creation

• Own SAS growth across South Africa and Sub-Saharan Africa, delivering annual revenue, gross-margin, pipeline and forecast objectives while increasing market share in commercial security, Lenel and Onity.
• Build senior relationships with consultants, specifiers and end users; create demand, influence specifications early and translate customer security and operational needs into qualified SAS opportunities.
• Lead country, account and vertical plans, whitespace analysis, installed-base conversion, cross-sell, upgrades and competitive displacement programs with the explicit objective of gaining SAS market share.
• Develop opportunity strategies for major pursuits, including stakeholder mapping, value propositions, win themes, commercial positioning, and close plans.

Channel & strategic account management:

• Strengthen and expand the partner network across South Africa and Sub-Saharan Africa, acting as the primary business contact for priority integrators, distributors and selected strategic accounts.
• Develop joint annual business plans with priority partners covering market coverage, Lenel and Onity capability, enablement, certifications, demand generation, pipeline creation and quarterly business reviews.
• Increase partner productivity and geographic coverage through recruitment where needed, pipeline reviews, training, demonstrations, joint consultant and end-user engagement, and targeted market-development campaigns.
• Use market intelligence and partner performance data to identify coverage gaps and recommend partner expansion, rationalization or capability investment by country and vertical.

Solution selling & customer influence:

• Develop sustained relationships with security leaders, facility and IT stakeholders, consultants, engineers, developers, hotel operators, procurement teams and major end users across South Africa and Sub-Saharan Africa.
• Influence consultant specifications and end-user solution architectures at an early stage, positioning integrated SAS solutions and driving preference for Lenel, Onity and the wider commercial security portfolio.
• Coordinate technical discovery, demonstrations, proof-of-concept activity, solution design, proposal development, and executive presentations.
• Negotiate pricing and contractual terms within company policy, protecting value, profitability, compliance, and execution quality.

Operating rhythm & cross-functional leadership:

• Maintain accurate CRM account plans, opportunities, activities, close dates, risks, and next actions; lead routine pipeline and forecast reviews.
• Provide a detailed demand signal to supply-chain and demand-planning teams, highlighting large projects, schedule changes, and exceptional demand.
• Bring structured Voice of Customer and competitive intelligence to offering management and engineering, including integration needs, product feedback, and prioritized NPI requests.
• Coordinate with marketing, presales, customer success, service, legal, finance, and operations to remove obstacles and deliver a consistent customer experience.
• Represent the SAS business at customer events, industry associations, trade shows, partner meetings, and training sessions.

Qualifications
Required Qualifications:

• Bachelor's Degree, or equivalent relevant commercial and industry experience.
• Minimum five years of sales, account management, business development, or channel-management experience in security, building technologies, or a related technical industry.
• Demonstrated record of achieving revenue and profitability targets through complex, multi-stakeholder solution sales.
• Working proficiency with CRM, forecasting, presentation, spreadsheet, and standard productivity tools.
• Valid driver’s license and willingness to travel up to 50%, domestically and internationally, as business needs require.

Preferred Experience & Capabilities:

• Strong commercial-security experience, ideally including enterprise access control and hospitality locking solutions; familiarity with Lenel and Onity is highly valued.
• Understanding of enterprise security architectures, system integration, networking fundamentals, cybersecurity considerations, and open protocols or APIs.
• Demonstrated ability to build influential relationships with consultants, specifiers, end users, system integrators, distributors, contractors and technology partners across diverse African markets.
• Ability to create value-based proposals, business cases, executive presentations, and clear technical-commercial narratives.
• Strong negotiation, communication, and stakeholder-management skills across cultures and organizational levels.
• Ability to lead through influence in a matrixed environment and maintain accountability across long, complex sales cycles.
• Knowledge of relevant codes, standards, data-privacy expectations, and future industry mandates within the assigned market.

Leadership Behaviors:

• Customer-first: begins with the customer’s security, operational, and business outcomes.
• Growth-minded: seeks whitespace, challenges assumptions, and converts insight into action.
• Commercially disciplined: balances growth, margin, risk, forecast integrity, and execution quality.
• Collaborative: aligns partners and internal teams around a clear pursuit and account strategy.
• Accountable: follows through on commitments, escalates early, and communicates with transparency.

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Major Responsibilities

• Develop and execute the bookings, revenue and market-growth plan for HON Sundyne’s new-equipment and aftermarket business in the Africa region, in alignment with business-unit strategy.
• Map the installed base to identify new-equipment, replacement, retrofit, upgrade, parts and lifecycle-service opportunities. Build country, subregional and strategic-account plans; maintain a qualified opportunity pipeline in; and deliver accurate forecasts for orders.
• Manage distributors, channel partners and service partners by country, ensuring effective market coverage, disciplined opportunity pursuit and strong channel performance.
• Develop relationships with end users, EPCs, consultants, licensors, package OEMs and multinational customers in the Africa region and at relevant global engineering and decision centers to position HON Sundyne early in project cycles.
• Operate in compliance with HT policies for safety, ethics, export and trade compliance and all applicable laws

Qualifications
Successful candidate will have:

• Substantial sales experience with rotating equipment in oil and gas, refining, petrochemical, LNG, fertilizer, chemical or other process-industry markets in the Africa region.
• Demonstrated success selling to end users, EPCs, OEMs, consultants and channel partners across multiple countries and cultures.
• Demonstrated ability to source, qualify, influence and close complex, long-cycle sales opportunities while protecting margin and managing commercial risk.
• Strong communication and presentation skills
• Ability to communicate effectively with all levels of an organization, both internally and externally.
• Experience in managing distribution and service partners through a robust opportunity-tracking, pursuit and performance-management process

Desired Credentials:

• Bachelor’s Degree in Mechanical Engineering or related discipline, or at least five years of directly related rotating-equipment sales experience.
• Completion of advanced sales training courses
• Familiarity with forecasting tools
• International and cross-cultural sales experience; prior responsibility for multiple markets in the Africa region is strongly preferred.
• Ability and willingness to travel frequently throughout the Africa region, manage a remote territory and work effectively across multiple time zones.
• Excellent English-language capability; French is highly desirable, and Arabic is an advantage.

Desired Behaviors:

• Analytical, fact-based decision maker that is mature and cool under pressure
• Comfortable interacting with any level of an organization
• Bias for action; able to self-motivate, multi-task and work independently or as part of a team
• Strong interpersonal skills
• Persistence and perseverance
• Ability and willingness to travel and be in front of customers
• Bold and comfortable taking managed risks
• This Africa region role will be based in Lagos, Nigeria; the successful candidate must have an existing right to work in the country.

Required Skills:

• Aftermarket knowledge