Job Title: Director, Enterprise Solutions - Utilities
Level: L5
Reports To: Vice President, Enterprise Solutions
Position OverviewThe
Director of Enterprise Solutions plays a pivotal leadership role in driving Xylem's strategic engagement with its most critical enterprise accounts in the North American Utilities sector. This position is responsible for shaping high-impact partnerships that span across business segments, ensuring that innovative, customer-centric solutions align with clients' long-term strategic objectives and serve as the primary Enterprise Utility account leader.
As a trusted advisor and relationship builder, the Director fosters deep client engagement, enabling sustained revenue growth and long-term value creation. Working cross-functionally, the role ensures alignment between client needs, solution development, and Xylem's broader business goals contributing directly to enterprise-wide strategic initiatives and performance outcomes.
Key ResponsibilitiesStrategic Account Leadership- Serve as the primary relationship owner for select Xylem's top-tier enterprise utility accounts, cultivating executive-level trust and long-term client partnerships.
- Lead the development and execution of account strategies that align with customer priorities and Xylem's business goals.
- Collaborate with enterprise vertical marketing and segment leadership to align on utility strategies, target setting and go to market approach.
Revenue & Growth Management- Own revenue growth targets across designated enterprise accounts, driving pipeline development and strategic account expansion.
- Identify and capitalize on cross-sell and upsell opportunities that unlock new value and support sustained growth.
Enterprise Strategy & Execution- Collaborate with segment and vertical marketing strategy cross-functional teams to co-create tailored solutions that address complex market and customer challenges and deliver measurable outcomes.
- Lead multi-year strategic planning and develop long-term growth plans for select utility enterprise accounts.
Contracting & Commercial Management- Lead negotiations for strategic contracts and framework agreements, as required, securing commercially sound terms that strengthen long-term client relationships and reduce risk.
Internal & External Collaboration- Act as the primary liaison between select utility clients and internal stakeholders to ensure aligned execution and delivery of enterprise solutions.
- Work closely with enterprise vertical marketing and segment commercial teams to deliver customer-driven innovations and market-relevant offerings.
Performance Management- Define and track KPIs to evaluate enterprise account performance, providing clear visibility to senior leadership through dashboards and regular reporting.
- Monitor industry trends, competitive developments, and market dynamics to continuously evolve account strategies.
Enterprise Capability Building- Partner with enterprise vertical marketing and key segment stakeholders to build the tools, processes, service models, and operational support needed to serve select utility clients effectively.
Ideal Candidate Profile- Proven success managing complex, high-value accounts in a matrixed environment.
- Strong commercial tenacity, acumen and negotiation skills, with a history of delivering profitable revenue growth.
- Analytical and critical thinker with the ability to influence at the executive level.
- Skilled collaborator and communicator with experience leading cross-functional teams.
Qualifications- Education & Experience: Bachelor's degree with 10+ years of experience in account management, sales, or business development.
- Skills & Competencies: Strong understanding of the sales process, market analysis, exceptional communication and negotiation skills, strategic thinking, and proficiency in CRM software.
- Personal Attributes: Initiative-taking, strong critical thinking skills, ability to work independently and as part of a team, comfortable in a demanding environment.
Join the global Xylem team to be a part of innovative technology solutions transforming water usage, conservation, and re-use. Our products impact public utilities, industrial sectors, residential areas, and commercial buildings, with a commitment to providing smart metering, network technologies, and advanced analytics for water, electric, and gas utilities. Partner with us in creating a world where water challenges are met with ingenuity and dedication; where we recognize the power of inclusion and belonging in driving innovation and allowing us to compete more effectively around the world.
