Enterprise Client Executive

Itron, Inc.; Mechanicsville (VA); On-site; USD 120,000 - 190,000; Full time

Benefits offered by this job

Hybrid work schedule

401k matching

Employee stock purchase program

Health and wellbeing programs

Paid vacation

Job summary

Itron, Inc. is seeking an accomplished Enterprise Software Sales Executive to lead strategic accounts in the utility and critical infrastructure sectors in the United States.

You will drive multi-year account strategies, build C-level relationships, and guide customers through complex procurement cycles, partnering with Product Management, Marketing, and Customer Success to deliver measurable business outcomes. This role offers a competitive compensation package and a hybrid work schedule.

Qualifications

• 8+ years of enterprise software or technology sales experience.
• 5+ years selling to utilities, energy, or critical infrastructure sectors.
• Proven track record of meeting/exceeding quotas in enterprise sales.
• Experience engaging C-level stakeholders and guiding complex deals.

Responsibilities

• Exceed sales targets by pursuing enterprise opportunities in IOUs and related accounts.
• Serve as executive account leader, developing multi-year strategies for revenue growth.
• Lead complex enterprise sales pursuits with cross-functional teams.
• Build trusted relationships with senior executives across operations, reliability, and engineering.
• Identify customer priorities and map Itron solutions to measurable outcomes.
• Collaborate with Product Management, Marketing, Solutions Engineering, and Customer Success.
• Develop business cases and executive presentations communicating strategic value.
• Generate short-term revenue and long-term account expansion.
• Maintain a robust pipeline and forecast with disciplined opportunity management.
• Provide market intelligence to influence product strategy and GTM initiatives.
• Act as trusted advisor and champion Itron's customer-centric culture.

Skills

Enterprise software sales

Executive relationship management

Consultative selling

Strategic account planning

C-level engagement

Negotiation & closing

Cross-functional collaboration

Education

BA/BS degree or equivalent

Job description

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.

Itron Resiliency Solutions' mission is to make communities more resilient. We do this by pairing external data with artificial intelligence to identify areas of high risk and prevent catastrophic loss for utilities and critical infrastructure owners across the country.

We are a team of close-knit engineers, subject matter experts, and business leaders who obsess over problem solving, emerging technologies, and making a positive impact in our communities. This role reflects Itron's commitment to being customer-centric, authentic, accountable, agile, collaborative, and innovative as we partner with customers to solve critical business challenges.

Duties & Responsibilities

• Exceed sales targets by driving strategic new business opportunities and expanding existing relationships within enterprise utility and critical infrastructure accounts, with a primary focus on U.S. Investor-Owned Utilities (IOUs).
• Serve as the executive account leader for assigned territory and named accounts, developing and executing multi-year account strategies that drive sustainable revenue growth and customer value.
• Lead complex, enterprise-level sales pursuits involving multiple stakeholders, long sales cycles, and cross-functional teams.
• Build and maintain trusted relationships with senior executives and key decision makers across utility operations, asset management, reliability, safety, emergency management, engineering, and executive leadership functions.
• Identify customer business priorities, challenges, and transformation initiatives; align Itron solutions to measurable business outcomes through consultative and value-based selling methodologies.
• Collaborate with Product Management, Marketing, Solutions Engineering, Customer Success, and executive leadership to develop winning sales strategies and differentiated customer solutions.
• Develop business cases, return-on-investment analyses, and executive presentations that communicate the strategic value of Itron Resiliency Solutions.
• Generate both short-term revenue results and long-term strategic account growth through new logo acquisition, expansion opportunities, and customer advocacy.
• Maintain a robust sales pipeline and deliver consistent forecast accuracy through disciplined opportunity management.
• Provide market intelligence, competitive insights, and customer feedback to influence product strategy and go-to-market initiatives.
• Act as a trusted advisor to customers while championing Itron's customer-centric culture and commitment to innovation.

Required Skills & Experience

• 8+ years of successful enterprise software, SaaS, or technology sales experience, including experience managing complex sales cycles and executive-level customer relationships.
• 5+ years of experience selling into the utility, energy, critical infrastructure, or industrial sectors.
• Demonstrated track record of consistently achieving or exceeding revenue quotas in enterprise sales environments.
• Proven success developing strategic account plans and leading large, complex sales pursuits from initial engagement through contract execution.
• Experience engaging C-level and senior executive stakeholders and influencing enterprise buying decisions.
• Strong consultative selling, business development, negotiation, and account management skills.
• Exceptional communication, presentation, organizational, and relationship-building skills.
• Ability to operate independently while collaborating effectively across a matrixed organization.
• BA/BS degree or equivalent combination of education and professional experience.
• Customer-focused, accountable, and highly motivated professional with a passion for innovation and technology.

Preferred Skills & Experience

• 10+ years of experience within the utility or energy industry, including substantial exposure to Investor-Owned Utilities.
• Experience selling enterprise solutions related to grid modernization, grid resiliency, wildfire mitigation, emergency preparedness, operational technology, asset management, or AI-driven analytics platforms.
• Established executive-level relationships within utility operations, engineering, reliability, safety, emergency management, or strategic planning organizations.
• Demonstrated success influencing enterprise-wide technology initiatives and digital transformation programs.
• Experience navigating regulated utility environments and complex procurement processes.
• Strong understanding of utility business drivers, operational workflows, and industry trends impacting resiliency and infrastructure modernization.
• Ability to effectively translate technical capabilities into strategic business outcomes for executive and operational stakeholders.

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 range will be determined based on internal leveling and compensation guidelines. This position is eligible for our Sales Incentive Plan.

Itron is committed to building an inclusive and diverse workforce and providing an authentic workplace experience for all employees.

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.

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