Enterprise Client Executive

Overview

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) plays a strategic role in driving growth by selling Itron’s innovative solutions—including products, services, and software—to current and prospective utility clients.

This consultative position focuses on building trusted relationships, aligning Itron’s capabilities with customer priorities, and ensuring customer success through exceptional service and delivery.

• Achieve assigned bookings quota through new and incremental business across designated utility accounts.
• Develop and maintain comprehensive account, engagement, and opportunity plans to support quota attainment.
• Understand market dynamics, customer drivers, competitive landscape, and customer challenges to inform strategy.
• Collaborate with internal teams to create and deliver impactful sales presentations and solution demonstrations that highlight ROI and business value.
• Identify customer buying processes and decision-making structures; engage senior leadership to define needs and deliver tailored solutions.
• Lead all aspects of the sales strategy, coordinating cross-functional deal teams including portfolio managers, solution architects, product specialists, legal, finance, and delivery partners.
• Serve as a trusted advisor, fostering long-term relationships and ensuring customer satisfaction across the enterprise.
• Partner with delivery teams to meet commitments and proactively manage risks associated with contracts and delivery.
• Ensure solutions enable customer success metrics, creating active and referenceable accounts.
• Participate in internal business reviews, forecasting, and planning activities to align with organizational goals.
• Manage all pre-transaction activities throughout the sales cycle with accountability and agility.

• Minimum of 8 years’ experience in sales within the major utility or similar marketplace.
• Proven success in consultative selling of enterprise-scale solutions, systems, software, or SaaS to the utility industry.
• Established relationships with at least three major utilities within the territory; strong connections with senior management, engineering, finance, and supply chain teams highly desirable.
• Consistent track record of exceeding sales quotas.
• Exceptional written and verbal communication skills, including the ability to deliver compelling presentations.
• Demonstrated ability to close complex deals and manage strategic customer relationships for win-win outcomes.
• Familiarity with opportunity validation frameworks such as BANT, Blue Sheet/Gold Sheet, and Challenger Sales methodology.

• Deep understanding of utility industry trends, including AMI, SaaS, and Distribution Pipeline Asset Management.
• Advanced proficiency in CRM tools like Salesforce for pipeline management and forecasting.
• Ability to lead and influence cross-functional teams to drive customer success.
• Experience presenting at industry conferences, webinars, or customer forums.
• Strong ability to work effectively with diverse teams and customers across different organizational cultures.

Typical office environment with no special physical requirements.

This role will be expected to travel 50-70% of the time.

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 for this role is $125,000 – $265,000.

This position is eligible for our Sales Incentive Program (SIP).

Itron is committed to building an inclusive and diverse workforce and providing an authentic workplace experience for all employees. If you are excited about this role but…