Enterprise Client Executive - West

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 (CME) team, the Enterprise Client Executive (ECE) will help grow revenue, bookings and relationships by selling Itron solutions which includes, products, services and software to current and prospective utility clients throughout Southern California.  In this strategic consultative selling position as an Enterprise Client Executive, you will also provide account-level leadership, align Itron capabilities and offerings with the customers strategic initiatives and focus on driving booking and ensuring customer satisfaction with assigned customers.

Duties and Responsibilities:

• Responsibility for bookings quota from new and incremental business across assigned utility accounts.

• Developing and maintaining account / engagement, and opportunity plans to support achieving assigned quota.

• Understanding market, customer drivers, competition, and regulatory environment.

• Collaborating with team members to Create and conduct in-depth sales presentations and high-level solution demonstrations that highlight key benefits, ROI and position Itron’s products and services as the best solutions.

• Identifying customer’s buying process, influencing structure and position of competitors within the marketplace in order to collaborate with customer’s senior management and strategic decision makers to define their needs and provide solutions.

• Driving all aspects of the winning sales strategy including leading deal teams, portfolio account managers, solutions architects, subject matter experts, product sales, delivery, legal, finance and partners.

• Being the customers trusted advisor for the long-term customer relationship.

• Owning the relationship across the customer enterprise.

• Partnering with Itron’s delivery team to ensure we deliver to our commitments.

• Identifying and resolving risks associated with the delivery and or provision of customer contracts; manage client expectations throughout the contract.

• Ensuring that the sold and delivered solutions help customer achieve success metrics such that they are active and referenceable accounts.

• Engaging in regular Itron internal business review, sales budgets/targets, forecasting and planning activities.

• Managing all pre-transaction activity throughout the sales process.

Requires Skills and Experience

• Preferred minimum of eight (8) years’ experience in sales within the major utility (or similar) marketplace.

• Experience with consultative sale of enterprise-scale solutions / systems / software / software as service (SaaS) to the utility industry.

• Specific experience/current relationships with at least 3 major utilities within the territory.

• Established working relationships with senior management, engineers, finance, and supply chain at these companies will be highly desired.

• Successful track record in sales with consistent over-achievement of quota.

• Exceptional written and verbal communication and presentation skills are essential.

• Demonstrated closing skills.

• Ability to manage a complex sales strategy and the customer relationship ensuring a win-win outcome.

• Familiar with validating opportunities base on BANT, Blue Sheet/Gold Sheet, Challenger Sales methodology, etc.

Preferred Skills and Experience:

• Deep understanding of the utility industry trends, including grid modernization, AMI, DER integration, and regulatory frameworks in Southern California.

• Experience with value-based and consultative selling approaches, including Challenger, SPIN, or MEDDIC methodologies.

• Familiarity with utility technologies such as smart metering, grid analytics, demand response, and IoT platforms.

• Advanced skills in Salesforce or similar CRM platforms for pipeline management, forecasting, and customer engagement tracking.

• Ability to lead and influence cross-functional teams including product, legal, finance, and delivery to drive customer success.

• Experience presenting at industry confe