Senior Account Manager Federal - Industrial & Strategic Accounts - North and South Carolina

As a Senior Account Manager – Federal, Industrial & Strategic Accounts at Honeywell, you will be responsible for driving sales growth across a portfolio of federal, industrial, utility, and strategic commercial accounts. This role develops and executes account strategies, identifies and closes new opportunities, manages complex sales cycles, and serves as the primary customer interface for large-scale service, software, and capital projects.

You will build executive-level customer relationships, coordinate internal resources across Sales, Operations, Engineering, Legal, Finance, and Project Delivery, and consistently achieve or exceed annual bookings, revenue, and growth objectives.

The ideal candidate is a consultative hunter who can simultaneously manage executive relationships, navigate complex procurement processes, and lead large multidisciplinary pursuits. This person is comfortable engaging stakeholders at every level, from facility personnel to senior executives, and has a track record of winning competitive opportunities in regulated or technically complex environments.

Travel within the assigned territory and to customer sites as business needs require.

Key Responsibilities

• Develop and execute strategic account plans for assigned federal, industrial, utility, and commercial customers.
• Create demand and identify opportunities for service agreements, modernization projects, software solutions, cybersecurity offerings, and building technologies.
• Manage the full sales lifecycle from prospect identification through proposal development, negotiation, contract execution, and handoff to operations.
• Lead complex pursuits involving multiple stakeholders, subcontractors, consultants, general contractors, and end users.
• Build and maintain relationships with executive leadership, procurement organizations, facility management teams, engineering groups, and government decision-makers.
• Coordinate internal resources to develop differentiated technical and commercial solutions.
• Navigate government procurement requirements, competitive bid environments, contract vehicles, and regulated customer settings.
• Drive new-logo acquisition while expanding existing customer relationships.
• Maintain accurate pipeline, forecast, and opportunity information in the company CRM.
• Achieve annual sales objectives related to bookings, revenue growth, software penetration, and strategic initiatives.
• Collaborate with Service, Operations, Finance, Legal, and Project Management to support successful project execution and customer satisfaction.
• Provide market intelligence and competitive insights to inform business strategy.
• Serve as the primary customer interface for assigned accounts and opportunities.
• Collaborate frequently with Sales leadership, Solution Consultants, Service and Operations leaders, Finance, Legal, Project Management, and Engineering.
• Balance account development, opportunity creation, deal execution, forecast discipline, and post-sale relationship stewardship.

Success Measures

• Annual bookings attainment
• New-logo acquisition
• Service-contract growth
• Strategic-account expansion
• Forecast accuracy
• Customer retention and satisfaction
• Software and connected-solutions growth
• Margin performance

YOU MUST HAVE

• Bachelor's degree in Business, Engineering, Technical Sales, Marketing, or a related field.
• Five or more years of consultative business-to-business sales experience.
• Experience managing large, complex sales opportunities, including opportunities above $500,000 and preferably above $1 million.
• Demonstrated success selling technical solutions, services, software, or capital projects.
• Strong negotiation, presentation, and executive communication skills.
• Experience managing long sales cycles and complex stakeholder environments.
• Proven ability to work independently while coordinating cross-functional teams.

WE VALUE

• Experience selling to the Federal Government, Department of Energy, Department of Defense, utilities, higher education, healthcare, industrial manufacturing, or critical-infrastructure customers.
• Knowledge of service agreements, building automation systems, fire and life safety solutions, cybersecurity offerings, or industrial software platforms.
• Experience with government contracting, FedRAMP considerations, ITAR environments, or other regulated industries.
• Familiarity with subcontractor-led project delivery models and complex commercial approval processes.
• Proficiency with Salesforce or a comparable CRM platform.

U.S. PERSON REQUIREMENTS

Due to compliance with U.S. export control laws and regulations, candidate must be a U.S. Person, which is defined as, a U.S. citizen, a U.S. permanent resident, or have protected status in the U.S. under asylum or refugee status in the U.S.

The annual target compensation range for this position is $166,000–$250,000, including base salary and Sales Incentive Plan (SIP). Actual incentive earnings depend on performance and applicable plan terms.

BENEFITS OF WORKING FOR HONEYWELL

In addition to a performance-driven salary, cutting-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, Flexible Spending Accounts, Health Savings Accounts, EAP, and Educational Assistance; Parental Leave, Paid Time Off (for vacation, personal business, sick time, and parental leave). For more information: https://benefits.honeywell.com/

The application period for the job is estimated to be 40 days from the job posting date; however, this may be shortened or extended depending on business needs and the availability of qualified candidates. Job Posting Date: Nov 9, 2026.