Position: Utilities Sr Sales Manager - Multinational Electrical Metering Company
Job Description
Primary Deliverables
Develop and close new and incremental business across assigned Water, Gas, Electricity and Smart City accounts
Identify, qualify, create account/engagement plans and execute against the plan
Responsible for bookings and revenue quota across D, N, O
Understand market, customer drivers, competition and regulatory environment
Drive all aspects of the winning sales strategy including solutions architects, subject matter experts, product sales, delivery, legal and partners
Position as the customers trusted advisor for the long-term customer relationship
Own executive relationship across the customer enterprise
Partner with customer enablement team to ensure we deliver to our commitments
Responsibilities/ Tasks to Perform
Increase Predictability, Profitability and Growth;
Leverage Itron to develop a complete relationship within clients across all BU
Ensure we deliver sold value to customer through the implementation and ongoing operations of our solutions and outcomes;
Criteria for Success
Revenue; margin growth; customer satisfaction, forecasting accuracy; customer/partner success; conversion rate
Decisions or processes they own
Demand plan, forecast and budget for region;
Commercial GTM (go-to-market) with local partners;
Sales and market strategy;
Recommendations on direct vs. indirect strategy;
Regional partner selection and joint account plans;
Work with team on customer escalation points
Key coordination points/orgs
Customer interface and relationship; use tools for commercial and other processes; D, N, O product marketing/mgmt and GM
Key Stakeholders O=Observer; D=Decider; I=Keep Informed
Business lines; Supply Chain; R&D
Business lines for forecast and budgets;
Balance product availability with demand;
Team with biz dev to leverage relationships in their regions;
Work with business ops, product marketing and finance on planning and creating deal winning strategies
Key coordination points/orgs
Customer interface and relationship; use tools for commercial and other processes; D, N, O product marketing/mgmt and GM
Key Stakeholders O=Observer; D=Decider; I=Keep Informed
Business lines; Supply Chain; R&D
Business lines for forecast and budgets;
Balance product availability with demand;
Team with biz dev to leverage relationships in their regions;
Work with business ops, product marketing and finance on planning and creating deal winning strategies
The Successful Applicant
Required Skills and or Experiences
Proven track record of meeting and beating the revenue and business objectives.
Success selling complex network solutions and enterprise software solutions.
Proven success in a matrixed organization where product and content come from multiple sources;
Proven track record as a consultative sales professional;
Experience at selling at the device and application level;
Experience leading complex commercial deals with legal and finance;
Interpreting financial and market information to make decisions
Important Personal/Professional Attributes
Gravitas;
Comfortable with working with senior executives and developing relationships at that level;
Ability to develop an organization capable of delivering on goals and commitments;
Must be highly collaborative, and business results focused
What's on Offer
Competitive Remuneration Package
Great Company Culture
Work Life Balance
