Software Partnership and Business Development Lead - Remote

Software Partnership and Business Development Lead - Remote

Atlanta, GA, United States (Remote)

The Software Partnerships Leader is a strategic, externally‑facing executive responsible for building, scaling, and managing Honeywell Fire’s global software partner ecosystem. This leader will identify, evaluate, and activate partnerships that accelerate product innovation, expand market reach, and strengthen Honeywell’s position in the connected fire safety and building technologies landscape.

This role requires a visionary who understands the power of ecosystems—ISVs, technology alliances, data partners, integrators, and channel collaborators—and can translate partnership opportunities into tangible commercial outcomes. The individual will work closely with Offering Management, Engineering, Sales, Marketing, and Customer Success to ensure partnerships are aligned with product strategy, customer needs, and Honeywell’s long‑term software growth ambitions.

The Software Partnerships Leader will be accountable for the full lifecycle of partnership development: strategy, sourcing, evaluation, negotiation, onboarding, co‑innovation, and ongoing performance management.

Reporting Relationships
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Reports to VP of Fire Software

KEY RESPONSIBILITIES

• Define and execute the partnership strategy for Honeywell Fire Software, aligned with product roadmap and business objectives.
• Identify high‑value partners across software, data, IoT, cloud, analytics, and adjacent technology domains.
• Build a scalable ecosystem that enhances Honeywell’s offerings, accelerates innovation, and drives recurring revenue.

Partner Sourcing, Evaluation & Negotiation

• Lead the end‑to‑end process of identifying, assessing, and prioritizing potential partners.
• Conduct strategic, technical, and commercial evaluations to determine fit and value creation.
• Negotiate partnership agreements, including co‑development, licensing, data sharing, and GTM collaboration.
• Collaborate with Engineering, Offering Management, and Connected Leadership to integrate partner technologies into Honeywell’s software portfolio.
• Drive joint solution development, ensuring alignment with customer needs and regulatory requirements.
• Support MVP experimentation and rapid prototyping with strategic partners.

GTM & Commercial Activation

• Partner with Sales, Marketing, and Channel teams to develop joint GTM plans, enablement materials, and field readiness programs.
• Ensure partners are equipped to sell, deploy, and support integrated solutions.
• Drive partner‑influenced and partner‑sourced pipeline growth.

Operational Excellence & Governance

• Establish partnership KPIs, performance dashboards, and governance mechanisms.
• Manage ongoing partner relationships, ensuring accountability, transparency, and continuous improvement.
• Identify new funding models, co‑investment opportunities, and scalable operational processes.

YOU MUST HAVE

• Minimum of 10 years of experience in partnerships, business development, alliances, or ecosystem leadership within large matrixed organizations
• Proven track record of building and scaling software or technology partnerships
• Strong understanding of SaaS, IoT, data platforms, cloud ecosystems, and “as‑a‑service” business models
• Experience working with engineering, product, R&D, marketing, finance, and sales teams

WE VALUE

• Familiarity with Honeywell’s Fire markets (Buildings, Healthcare, Critical Environments, Hospitality) is a plus.
• Experience with marketplace models or platform ecosystems is beneficial.
• High intellectual horsepower with strong strategic and analytical capabilities.
• Exceptional communication, persuasion, and influencing abilities.
• Ability to lead cross‑functional teams and drive alignment without direct authority.
• Entrepreneurial mindset with agility, creativity, and strong problem‑solving instincts.
• Demonstrated ability to operate in fast‑paced, ambiguous environments and make confident decisions.
• High energy, passionate, and able to inspire confidence across internal and external stakeholders.
• Deep integrity, ethics, and commitment to diversity and inclusion.
• Places personal credibility on the line to advocate for the right…