Portfolio Account Manager - 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 Portfolio Account Manager (PAM) will help grow revenue, bookings and relationships by selling Itron products and services to current and prospective utility clients throughout Canada. The PAM is a strategic consultative position that provides account-level leadership. Aligns Itron capabilities and offerings with the customers strategic initiatives and operates as the clients trusted advisor.

This Portfolio Account Manager will support Itron's customers and is responsible for increasing sales in new and existing accounts. This strategic selling position provides account-level leadership, aligns Itron capabilities and offerings with the customers strategic initiatives and is focused on driving revenue and ensuring customer satisfaction with assigned customers.

Key Responsibilities Include

• Being the customers trusted advisor for the long-term customer relationship.
• 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.
• Collaborating with team members to create and conduct in-depth sales presentations and high-level solution demonstrations that highlight key benefits, Return on Investment (ROI) and position Itron’s products and services as the best solutions.
• Managing all pre-transaction activity throughout the sales process.
• 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.
• Responsibility for bookings and revenue quota from new and incremental business across assigned utility and city accounts.
• Understanding market, customer drivers, competition, and regulatory environment.
• 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.
• Ensuring that the sold and delivered solutions help customer achieve success metrics such that they are active and referenceable accounts.
• Owning the relationship across the customer enterprise.
• Developing and maintaining account / engagement, and opportunity plans to support achieving assigned quota.
• Identifying and resolving risks associated with the delivery and or provision of customer contracts; manage client expectations throughout the contract.

Key Skills, Qualifications, And Competencies Include

• Exceptional written and verbal communication and presentation skills are essential.
• Strong team player.
• Demonstrated closing skills.
• 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.
• Successful track record in sales with consistent over-achievement of quota.
• Ability to “project manage” a sale and manage relationships through fulfilment.
• 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
• Embrace and promote Itron cultural tenets
• Familiar with Blue Sheet/Gold Sheet methodology using Miller Heiman tools.
• Strategic thinking and proven ability to adapt with changing customer dynamics
• Preferred minimum of five (5) years’ experience in sales within the major utility (or similar) marketplace.
• Passion for customer success, results oriented with entrepreneurial mindset and resourceful

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.

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.