Account Executives are responsible for driving revenue growth and market expansion within the utility industry by developing strategic customer relationships, identifying and advancing new business opportunities, and expanding existing accounts. In this customer-centric role, you will partner with utility leaders to understand business priorities, position innovative technology solutions, and deliver measurable customer outcomes. You will own the full sales lifecycle, manage a portfolio of Electric and Gas utility accounts, and collaborate across teams to help customers modernize infrastructure, improve operational efficiency, and accelerate digital transformation initiatives.
Duties & Responsibilities- Develop and execute strategic territory and account plans to drive bookings, revenue growth, and customer success across assigned utility accounts.
- Identify, qualify, and close new business opportunities while expanding existing customer relationships through upsell, cross-sell, and account growth initiatives.
- Build authentic and trusted relationships with executive, operational, and IT stakeholders, serving as a strategic advisor to utility customers.
- Lead complex sales engagements from discovery through proposal development, negotiation, and contract execution while maintaining a disciplined and accurate sales process.
- Maintain forecast accuracy, pipeline health, and CRM data integrity to support accountable business planning and execution.
- Collaborate with Solution Consultants, Customer Success, Product, and Marketing teams to deliver compelling demonstrations, business cases, and customer presentations.
- Leverage industry expertise, market insights, and internal subject matter experts to position solutions that address utility challenges and create measurable business value.
- Represent Itron at industry events, conferences, and customer engagements to strengthen market presence and generate new business opportunities.
Required Skills & Experience- 5+ years of enterprise software, SaaS, or technology solution sales experience with a proven track record of achieving or exceeding revenue targets.
- Experience selling software solutions to Electric and/or Gas Utilities; established utility industry relationships strongly preferred.
- Demonstrated success managing complex, multi-stakeholder sales cycles from prospecting through contract execution.
- Knowledge of utility operations, including construction, asset management, work management, GIS, or related business processes.
- Strong consultative selling skills with the ability to align technology solutions to customer business challenges and desired outcomes.
- Experience developing and executing strategic territory and account plans while maintaining forecasting accuracy and CRM discipline.
- Ability to work collaboratively across cross-functional teams in a fast-paced, agile, and growth-oriented environment.
- Bachelor's degree in a related field or equivalent combination of education and experience.
Preferred Skills & Experience- Experience selling solutions within Gas Utilities and other utility market segments.
- Experience with utility work management, GIS, asset management, field operations, or infrastructure management solutions.
- Familiarity with Esri technologies and partner ecosystem sales motions.
- Experience supporting customers undergoing digital transformation, operational modernization, or infrastructure investment initiatives.
Travel: Up to 50%+ travel.
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 $115,000-170,000 annually. This position is eligible for our Sales Incentive Plan.
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