Principal Account Manager

Job Title

Lead strategy, solutioning, and delivery of digitization and automation programs for discrete and hi-tech manufacturing customers (electronics, automotive, aerospace/defense, semiconductors, EMS, Pharma/Biotech).

Job Description

Own the end-to-end roadmap—from discovery to measurable operational outcomes—spanning MES/MOM, IIoT/edge, SCADA/DCS integration, advanced analytics, digital thread/PLM, quality digitization (QMS), and OT cybersecurity. Drive commercial growth while ensuring projects achieve tangible improvements in OEE, throughput, first-pass yield, cycle time, energy and cost.

Responsibilities

Strategy & Portfolio: Define multi-year digitization and automation strategy for target verticals, including value propositions, reference architectures, and outcome-based pricing.

Business Development & Pre-Sales: Partner with Sales to qualify opportunities; lead discovery workshops, value engineering, and business case development.

Delivery Governance: Own program governance across scoping, SOWs, implementation, testing, cutover, and stabilization; ensure adherence to OT cybersecurity, safety, and compliance standards.

Solution Excellence: Establish standards for architecture, data pipelines, and analytics; introduce reusable accelerators.

Partnerships & Ecosystem: Orchestrate OEM/ISV partnerships and system integrators; manage joint GTM and delivery quality.

People Leadership: Build and mentor a multi-disciplinary team; develop talent plans aligned to the Job Profile and Honeywell job structure.

Required Qualifications

Education: BE/BTech in Mechanical/Electrical/Electronics/Industrial/Computer Engineering; MBA or MS preferred.

Experience: 10–15 years in industrial automation/digital manufacturing with 5 years leading complex programs in discrete/hi-tech environments.

Technical Depth: MES/MOM, SCADA/DCS, PLCs, industrial networks, historians, IIoT/Edge, cloud platforms, data integration, analytics, digital twin, ERP/PLM/QMS/LIMS, OT cybersecurity.

Methodologies: Lean/Six Sigma, Agile delivery, benefits realization management, change management.

Soft Skills: Executive communication, stakeholder alignment, negotiation, cross-functional leadership.

Key Performance Indicators (KPIs)

Financial: Order intake, revenue, GM, project margin, attach/cross-sell, renewal rate.

Operational: OEE ↑, throughput ↑, first-pass yield ↑, scrap/rework ↓, cycle time ↓, energy/utilities ↓.

Delivery: On-time/on-budget %, adoption rate, MTTR/availability, cybersecurity posture.

Customer: NPS/CSAT; case studies/reference ability.

People: Team engagement, skills growth, attrition, certification progress.

Primary Activities (Examples)

Lead value-discovery at customer plants; develop digital roadmaps tied to business outcomes.

Govern architecture reviews; approve design decisions on MES/edge/analytics stacks and PLC/robot integration.

Establish a factory data model and KPI catalog; publish dashboards for real-time performance and quality.

Run pilot → scale playbooks with quantified ROI; institutionalize standards and reusable assets.

Ensure programs meet OT security, safety, and compliance requirements.

Travel

~25–40% (in country) to manufacturing sites, suppliers, and partner labs; travel may vary by portfolio.

Work Environment & Compliance

Strong adherence to OT safety protocols, site EHS requirements, and data security/compliance standards. Uphold Honeywell's ethics policies and confidentiality requirements throughout discovery, delivery, and support.

Why This Role Matters

This role connects factory operations to business outcomes—accelerating smart-factory adoption in discrete and hi-tech segments, building scalable digital capabilities, and unlocking margin and growth.

Required Skills

Accounts Management

Presentation Skills

Relationship Building

Strategic Planning

Value Propositions

About Us

Honeywell helps organizations solve the world's most complex challenges in automation, the future of aviation and energy transition. As a trusted partner, we provide actionable solutions and innovation through our Aerospace Technologies, Building Automation, Energy and Sustainability Solutions, and Industrial Automation business segments – powered by our Honeywell Forge software – that help make the world smarter, safer and more sustainable.

Job Info

Job Identification: 132983

Job Category: Sales

Locations: Times Square, 10 floor, E Wing, Times Square, Mumbai, MH, 400059, IN; Plot No. 12, Survey No. 283, Pune, MH, 411057, IN (On-site)