Senior Account Manager - Federal Systems, Mission Critical Facilities & Data Centers - | Washington, DC Metro Area (DC, Northern Virginia & Maryland)

As a Senior Account Manager at Honeywell, you will develop and grow strategic customer relationships across the Building Automation and Building Solutions portfolio. Reporting to Sales Manager Dan Lee, this customer-facing individual contributor role is accountable for bookings, revenue, profitability, pipeline development, forecast accuracy, and customer satisfaction within an assigned portfolio of accounts and opportunities.

You will focus on Federal Systems, Mission Critical Facilities, Data Centers, Critical Infrastructure, and other complex customer environments where operational resilience, cybersecurity, energy performance, life safety, and uptime are mission essential. You will create account strategies, build executive relationships, develop qualified opportunities, and coordinate internal resources to deliver differentiated customer solutions.

This role offers the opportunity to influence strategic infrastructure investments and help customers improve resilience, security, sustainability, operational performance, and uptime in complex environments.

Location: Herndon, VA.

Key Responsibilities

• Own and execute strategic account plans that support bookings, revenue, margin, and market-growth objectives.

• Develop, qualify, manage, and close complex opportunities while maintaining accurate pipeline and forecast information in the CRM system.

• Build and maintain executive-level relationships with customers, consultants, contractors, system integrators, prime contractors, and partner organizations.

• Identify customer priorities and position building automation, energy management, fire, security, cybersecurity, software, digital services, and connected solutions to address business and operational needs.

• Lead account strategy for Federal Systems customers, including federal civilian agencies, Department of Defense installations, intelligence community facilities, and government contractor environments.

• Develop relationships with federal procurement stakeholders, government integrators, consulting engineers, and prime contractors to influence specifications and create qualified opportunities.

• Expand Honeywell’s presence within Mission Critical Facilities, including secure government locations, command centers, laboratories, and operational-continuity environments.

• Drive growth within the Data Center market by engaging hyperscale, colocation, enterprise, and edge-computing customers on reliability, sustainability, cybersecurity, and operational-efficiency needs.

• Position Honeywell solutions to support uptime, resilience, energy performance, life safety, physical security, cybersecurity, and regulatory requirements.

• Coordinate with operations, engineering, finance, service, legal, and leadership teams to develop proposals, negotiate agreements, and transition sold projects successfully into execution.

• Monitor account performance, competitive activity, customer satisfaction, and market trends to identify retention, expansion, and cross-selling opportunities.

• Ensure compliance with Honeywell commercial processes, governance requirements, and business policies.

Success Measures

• Annual bookings, revenue, growth, and margin performance.

• Forecast accuracy and pipeline health.

• Strategic-account penetration and customer retention.

• Federal, Mission Critical Facilities, and Data Center opportunity development.

• Qualified opportunity creation and sales-cycle execution.

• Customer satisfaction and relationship expansion.

• Compliance with commercial processes and CRM requirements.

YOU MUST HAVE

• Bachelor’s degree in Business, Engineering, Marketing, or a related field.

• Minimum 7 years of sales or account-management experience in a consultative, solutions-based selling environment.

• Demonstrated success achieving or exceeding bookings, revenue, or growth objectives.

• Experience developing forecasts, managing pipelines, and executing strategic account plans.

• Ability to manage complex sales cycles involving multiple customer and internal stakeholders.

• Ability to manage competing priorities and a high volume of opportunities in a dynamic, fast-paced sales environment.

• Strong communication, presentation, negotiation, relationship-management, and business-development skills.

• Eligibility and willingness to obtain and maintain a minimum of TS/SCI clearance to facilitate customer engagements, subject to applicable laws and company requirements.

WE VALUE

• Active Intelligence Community TS/SCI clearance with Full-Scope Polygraph.

• Experience supporting Federal Systems, Department of Defense, Intelligence Community, or Federal Civilian customers.

• Demonstrated success selling into Data Centers, Mission Critical Facilities, Critical Infrastructure, or highly regulated environments.

• Experience selling building automation, energy, cybersecurity, fire, life-safety, software, industrial controls, or related technology solutions.

• Understanding of federal procurement processes, government contracting vehicles, and contractor ecosystems.

• Knowledge of cybersecurity, physical security, building automation, and digital technologies supporting mission-critical operations.

• Experience navigating a matrixed organization and coordinating cross-functional pursuit teams.

• Proven ability to influence senior executives and customer decision-makers.

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 $144,000–$215,000, 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.

Honeywell Technologies is a global, pure-play automation company with a legacy of innovating to help solve the world’s most mission-critical challenges, enhancing the quality of life for people and communities around the world. We serve the building, industrial and process sectors with a broad portfolio of services, solutions and products, underpinned by our Honeywell Technologies Accelerator operating system and Honeywell Technologies Forge intelligence layer. By combining the deep domain expertise of our more than 50,000 employees with decades of data from our global installed base, we are uniquely positioned to lead the industrial sector’s transition from automation to autonomy.

Honeywell is an equal opportunity employer. Qualified applicants will be considered without regard to age, race, creed, color, national origin, ancestry, marital status, affectional or sexual orientation, gender identity or expression, disability, nationality, sex, religion, or veteran status.