Sr Director Channel Excellence

Honeywell•Charlotte, NC

43d•Hybrid

About The Position

As a Senior Director Channel Excellence here at Honeywell you will play a crucial role in leading and managing the channel excellence function within our Industrial Automation business. You will be responsible for developing and executing comprehensive channel strategies to drive growth and maximize sales through our distribution and partner channels. In this role, you will impact the company's channel marketing strategies and overall business success, ensuring operational excellence and driving revenue growth through effective channel management. You will report directly to our CCO and you'll work out of our Charlotte, NC location on a Hybrid work schedule.

Requirements

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.

Nice To Haves

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.

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.