Enterprise Client Executive - Canada

The work we do everyday matters! From modernizing the grid and ensuring safe, reliable energy and water delivery to creating smarter cities, you can make an impact with Itron. At Itron, you’ll tackle complex projects, enjoy challenging work and help make a positive impact. Come show us what you can do.

As a member of the Canadian Customer and Market Experience (CME) team, the Enterprise Client Executive (ECE) role is expected to operate at a strategic level with Itron’s top customers, requiring deep engagement and understanding of energy and water utilities and cities market. The ideal candidate is well versed with industry challenges, opportunities and business outcomes, including energy transition drivers and initiatives. In this strategic consultative combination position as an Enterprise Client Executive, you will provide account-level leadership, and will strive to build relationships and become a trusted advisor to key business decision-makers focused on generating new bookings and growing revenue and relationships by aligning Itron capabilities and offerings with customers’ strategic initiatives thereby helping to grow Itron’s business and share of wallter with current and prospective utility and city clients throughout Canada.

Key Responsibilities Include

• Developing and maintaining account / engagement, and opportunity plans to support achieving assigned quota.
• Owning the relationship across the customer enterprise.
• Responsibility for bookings quota from new and incremental business across assigned utility and city accounts.
• Partnering with Itron’s delivery team to ensure we deliver to our commitments.
• Engaging in regular Itron internal business review, sales budgets/targets, forecasting and planning activities.
• Ensuring that the sold and delivered solutions help customer achieve success metrics such that they are active and referenceable accounts.
• Understanding market, customer drivers, competition, and regulatory environment.
• Collaborating with team members to create and conduct in-depth sales presentations and high-level solution demonstrations that highlight key benefits, ROI and position Itron’s products and services as the best solutions.
• Being the customers trusted advisor for the long-term customer relationship.
• Identifying customer’s buying process, influencing structure and position of competitors within the marketplace in order to collaborate with customer’s senior management and strategic decision makers to define their needs and provide solutions.
• Identifying and resolving risks associated with the delivery and or provision of customer contracts; manage client expectations throughout the contract.
• Driving all aspects of the winning sales strategy including leading deal teams, portfolio account managers, solutions architects, subject matter experts, product sales, delivery, legal, finance and partners.
• Managing all pre-transaction activity throughout the sales process.

Key Skills, Qualifications

• Demonstrated closing skills for large complex enterprise solutions contracts.
• Embrace and promote Itron cultural tenets
• Successful track record in sales with consistent over-achievement of quota.
• Strategic thinking and proven ability to adapt with changing customer dynamics
• Passion for customer success, results oriented with entrepreneurial mindset and resourceful
• Preferred minimum of eight (8) years’ experience in sales within the major utility (or similar) marketplace.
• Experience with consultative sale of enterprise-scale solutions / systems / software / software as service (SaaS) to the utility and city industry such as IoT networks, AMI, digital energy, ADMS, DERMS, smart cities and edge computing.
• Effectively navigate ambiguous and complex relationships and contexts with a very good level of emotional intelligence
• Familiar with Blue Sheet/Gold Sheet methodology using Miller Heiman tools.
• Specific experience/current relationships with at least 3 major utilities within the territory. Established working relationships with senior management, engineers, finance, and supply chain at these companies will be highly desired.
• Ability to manage a complex sales strategy and the customer relationship ensuring a win-win outcome.
• Strong team player, emphatic leader.
• Exceptional written and verbal communication and presentation skills are essential.

Education: Bachelor's degree in related field or equivalent experience.

Travel: 30 - 60%

Physical Demands: This is a typical office job, with no special physical requirements or unusual work environment.

Itron is committed to building an inclusive and diverse workforce and providing an authentic workplace experience for all employees. If you are excited about this role but your past experiences don't perfectly align with every requirement, we encourage you to apply anyway. In the end, you may be just who we are looking for!

The successful candidate's starting salary will be determined based on permissible, non-discriminatory factors such as skills and experience.

Itron is proud to be an Equal Opportunity, Affirmative Action Employer. If you require an accommodation to apply, please contact a recruiting representative at 1-800-635-5461 or email [email protected].

Itron enables utilities and cities to safely, securely and reliably deliver critical infrastructure services to communities in more than 100 countries. Our portfolio of smart networks, software, services, meters and sensors helps our customers better manage electricity, gas and water resources for the people they serve. By working with our customers to ensure their success, we help improve the quality of life, ensure the safety and promote the well-being of millions of people around the globe. Itron is dedicated to creating a more resourceful world. Join us: www.itron.com.