Job DescriptionThe Lead Business Development Analyst owns the go-to-market execution for Forge Utility Software, including pipeline development, product marketing, initial sales, and the partnerships that extend our reach. This role is the commercial point person for the portfolio: building and managing the pipeline, closing the early enterprise deals that establish the business, and developing the partner ecosystem on the edge and cloud sides of the offering.
You will report directly to our Sr Director Business Segment and you'll work out of our Raleigh, NC or Atlanta, GA location on a Hybrid work schedule.
ResponsibilitiesKEY RESPONSIBILITIES- Product Marketing. Own the positioning, value propositions, and core messaging for Forge Utility Software through the initial commercial phase. Maintain segment-specific messaging and competitive differentiation that sales and marketing build from.
- High Value Sales Collateral. Work with Marketing to develop detailed assets such as case studies, white papers, and webinars.
- Customer co-creation. Manage the customer journey to support the Forge Utility Software co-creation program and Customer Advisory Board. This program and CAB supports the hands-on work of engineering and product management with customers to develop new products and solutions as they are brought to market.
- Forge sales and pipeline management. Manage the Forge Utility Software pipeline end to end, from qualification through close.
- GTM strategy execution. Execute the Forge go-to-market strategy in coordination with the Head of Utility Software & Solutions and Sales.
QualificationsYOU MUST HAVE- Enterprise B2B software sales / BD experience. A track record of sourcing, developing, and closing enterprise software deals in the utility sector or in an adjacent regulated B2B industrial sector.
- Product Marketing. Experience with the technical side of B2B marketing, crafting value propositions and translating them into actionable marketing assets and campaigns.
- Utility sector relationships. Existing relationships with utilities (especially in IT, operations, and asset management functions) and a working knowledge of how utilities buy software.
- Partnership development experience. Demonstrated history of building commercial partnerships (channel, technology, or strategic) that produce measurable pipeline.
- Pipeline discipline. Comfortable running a CRM-driven sales process, managing a pipeline at scale, and reporting up to leadership with clean numbers and clean forecasts.
WE VALUE- 6+ years of experience.
- Experience selling or managing product in AMI, DERMS, utility analytics, or other utility software categories.
- Experience selling or managing product into cooperatives, IOUs, and municipal utilities.
- Experience structuring complex enterprise software contracts (multi-year, consumption-based, or outcome-based pricing).
- Individual contributor, no direct reports for now.
THE BUSINESS UNITHoneywell's Industrial Automation business unit delivers advanced automation control, instrumentation, and services that help customers improve productivity, safety, and reliability in their industrial operations. We provide innovative solutions that span process automation, sensing and control, and software analytics, enabling industries to optimize performance and meet evolving market demands.
BENEFITS OF WORKING FOR HONEYWELLIn addition to a competitive salary, leading-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; 401(k) match, Flexible Spending Accounts, Health Savings Accounts, EAP, and Educational Assistance; Parental Leave, Paid Time Off (for vacation, personal business, sick time, and parental leave), and 12 Paid Holidays. Learn more
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.
