Position OverviewThe
Leader for Xylem Vue Americas holds full strategic, operational, and financial accountability (P&L) for Xylem Vue (Xylem's digital solutions, software, and associated professional services across) North America and Latin America. Reporting to the Vice President of Measurement & Control Solutions (MC&S), this executive will lead a high-performing, multidisciplinary team spanning enterprise sales, channel partnerships, technical pre-sales, software delivery, implementation, field services and ongoing customer support.
The ideal candidate is a visionary commercial and operational leader with a proven track record of scaling Software-as-a-Service (SaaS), advanced services, and strategic partner ecosystems within the water sector. This role demands an executive who can blend aggressive direct and indirect commercial growth strategies with rigorous execution to solve complex water challenges for municipal and industrial utilities.
Key ResponsibilitiesStrategic Leadership & P&L Management- Full P&L Ownership: Drive financial performance to meet or exceed regional commitments for total orders, revenue, standard margin, and EBITDA margin.
- Growth Strategy: Develop and execute the short- and long-term strategic roadmap for Americas region, capitalizing on market trends like digital transformation, climate resilience, and infrastructure modernization.
- Cross-Functional Alignment: Collaborate closely with global product management, R&D, and corporate leadership to ensure regional market requirements influence the global digital product pipeline. Collaborate with the rest of Xylem businesses to maximize cross-selling opportunities, including Sensus, Flygt, Pure, WSS, etc.
Commercial Excellence & Sales Leadership- Go-to-Market Execution: Direct the enterprise sales and technical pre-sales (applications engineering) organizations to accelerate market adoption of Xylem's digital water solutions.
- Value Selling: Transition the commercial team from traditional product selling to high-value, outcome-based software and services consulting (80/20)
- Key Account Engagement: Personally engage with C-suite executives at major water utilities, strategic engineering firms, and regulatory bodies across North America and LATAM to position Xylem as a trusted digital partner.
Partnership Ecosystem & Channel Strategy- Indirect Channel Growth: Design and execute a robust partner and channel ecosystem strategy across North America and Latin America to complement direct sales efforts, leveraging Engineering firms, distributors, resellers, and system integrators.
- Strategic Alliances: Identify, negotiate, and manage high-impact strategic alliances with regional engineering, procurement firms, global management consultancies, and technology companies (e.g., Microsoft, AWS) to co-sell and embed Xylem Vue into large-scale utility modernization projects.
- Partner Enablement & Governance: Establish comprehensive onboarding, technical training, and sales enablement programs to ensure partners can effectively position, sell, and support Xyle Vue while maintaining brand integrity and compliance.
- Conflict Management: Successfully manage co-selling motions and potential channel conflict between direct sales teams and indirect partners, ensuring clear rules of engagement in the field.
Delivery, Operations & Customer Support- Software Delivery & Deployment: Oversee the professional services and implementation teams to ensure complex software integrations, cloud deployments, and data analytics platforms are delivered on time, within budget, and with high customer satisfaction.
- Customer Support & Retention: Lead the technical support and customer success organizations to maximize client satisfaction, drive software adoption, and secure high annual recurring revenue (ARR) renewal rates.
- Operational Scale: Establish scalable processes, project management frameworks, and support metrics to handle rapid growth across diverse geographic sub-regions.
Team Development & Culture- Talent Cultivation: Attract, develop, and retain a world-class, diverse, and geographically dispersed team across North America and Latin America.
- Performance Culture: Foster an agile, collaborative, and accountable culture focused on continuous improvement, safety, integrity, and customer centricity.
Key Performance Indicators (KPIs)- Financials: Total Bookings/Orders, Revenue, Standard Margin %, and EBITDA/Operating Profit.
- Digital Metrics: Annual Recurring Revenue (ARR) growth, and software implementation cycle times.
- Partner Performance: Partner-originated revenue, pipeline growth generated through indirect channels, and time-to-productivity for new regional partners.
- Customer Success & Operations: Customer Satisfaction, and utilization rates/project delivery margins for professional services.
Position RequirementsExperience & Qualifications- Education: Bachelor's degree in Engineering, Computer Science, Business, or a related technical field. An MBA or advanced degree is highly preferred.
- Executive Experience: 10 to 15+ years of progressive leadership experience, including at least 5 years managing a substantial P&L within a software, SaaS, or industrial technology services business.
- Domain & Partnership Expertise: Deep understanding of the water utility ecosystem (smart metering, asset management, network optimization, or water/wastewater software). Proven track record of scaling technology partnership programs, joint go-to-market (GTM) strategies, or multi-tier distribution channels.
- Commercial Negotiation: Strong background in structuring complex commercial agreements, revenue-share models, and joint venture frameworks with corporate partners.
- Regional Scope: Proven experience managing cross-border teams and navigating diverse regulatory, commercial, and cultural landscapes across North America and Latin America. Bi-lingual capabilities (English/Spanish or English/Portuguese) are a significant advantage.
- Leadership Style: Exceptional communicator with a collaborative yet decisive leadership style, capable of influencing senior executives and matrixed global stakeholders.
Reporting Relationship- Reports to: Vice President, Measurement & Control Solutions (MC&S) Segment - Water
- Direct Reports for North America Include: Director Sales East, Director Sales West, CSA Director, Software Delivery Director, Field Services Director, Director of Partnerships
- Direct Reports for Latin America Include: Director Sales, Director of Operations/ Delivery, Director of Customer Support (Regional)
