What are the responsibilities and job description for the Enterprise Client Executive position at Itron, Inc.?
Itron is innovating new ways for utilities and cities to manage energy and water. We create a more resourceful world to protect essential resources for today and tomorrow. Join us.
As a member of the Americas Customer and Market Experience team, the Enterprise Client Executive (ECE) plays a strategic role in driving growth by selling Itron's innovative solutions-including products, services, and software-to current and prospective utility clients. This consultative position focuses on building trusted relationships, aligning Itron's capabilities with customer priorities, and ensuring customer success through exceptional service and delivery.
Duties and Responsibilities
Achieve assigned bookings quota through new and incremental business across designated utility accounts.
Develop and maintain comprehensive account, engagement, and opportunity plans to support quota attainment.
Understand market dynamics, customer drivers, competitive landscape, and regulatory environment to inform strategy.
Collaborate with internal teams to create and deliver impactful sales presentations and solution demonstrations that highlight ROI and business value.
Identify customer buying processes and decision-making structures; engage senior leadership to define needs and deliver tailored solutions.
Lead all aspects of the sales strategy, coordinating cross-functional deal teams including portfolio managers, solution architects, product specialists, legal, finance, and delivery partners.
Serve as a trusted advisor, fostering long-term relationships and ensuring customer satisfaction across the enterprise.
Partner with delivery teams to meet commitments and proactively manage risks associated with contracts and delivery.
Ensure solutions enable customer success metrics, creating active and referenceable accounts.
Participate in internal business reviews, forecasting, and planning activities to align with organizational goals.
Manage all pre-transaction activities throughout the sales cycle with accountability and agility.
Required Skills & Experience
Minimum of 8 years' experience in sales within the major utility or similar marketplace.
Proven success in consultative selling of enterprise-scale solutions, systems, software, or SaaS to the utility industry.
Established relationships with at least three major utilities within the territory; strong connections with senior management, engineering, finance, and supply chain teams highly desirable.
Consistent track record of exceeding sales quotas.
Exceptional written and verbal communication skills, including the ability to deliver compelling presentations.
Demonstrated ability to close complex deals and manage strategic customer relationships for win-win outcomes.
Familiarity with opportunity validation frameworks such as BANT, Blue Sheet/Gold Sheet, and Challenger Sales methodology.
Preferred Skills & Experience
Deep understanding of utility industry trends, including grid modernization, AMI, DER integration, and regulatory frameworks in Southern California.
Experience with value-based and consultative selling approaches (e.g., Challenger, SPIN, MEDDIC).
Knowledge of utility technologies such as smart metering, grid analytics, demand response, and IoT platforms.
Advanced proficiency in CRM tools like Salesforce for pipeline management and forecasting.
Ability to lead and influence cross-functional teams to drive customer success.
Experience presenting at industry conferences, webinars, or customer forums.
Strong ability to work effectively with diverse teams and customers across different organizational cultures.
Location: Remote within the assigned U.S. territory
Travel: 40-50%
Physical Demands: Typical office environment with no special physical requirements.
Benefits Info:
This position also includes a competitive benefit package including; financial, social, health and wellbeing programs, paid vacation, 401k matching, employee stock purchase program, hybrid work schedule, and more!
The successful candidate's starting salary will be determined based on permissible, non-discriminatory factors such as skills and experience and may vary by location. The base salary is $125,000-$265,000. This position is eligible for our sales incentive program.
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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 wage will be determined based on permissible, non-discriminatory factors such as skills and experience.
Itron is proud to be an Equal Opportunity Employer. If you require an accommodation to apply, please contact a recruiting representative at 1-800-635-5461 or email Accessibility@itron.com.
Itron is transforming how the world manages energy, water and city services. Our trusted intelligent infrastructure solutions help utilities and cities improve efficiency, build resilience and deliver safe, reliable and affordable service. With edge intelligence, we connect people, data insights and devices so communities can better manage the essential resources they rely on to live. Join us as we create a more resourceful world: www.itron.com
Itron is an Equal Opportunity, Affirmative Action Employer. Qualified applicants are considered without regard to race, color, religion, sex, age, national origin, citizenship, sexual orientation, marital status, pregnancy, medical condition, veteran status, disability, genetic information, gender identity or other characteristics protected by law.