Portfolio Account Manager

5 months ago

Toronto, Canada Itron Full time

The work we do everyday matters From modernizing the grid and ensuring safe, reliable energy and water delivery to creating smarter cities, you can make an impact with Itron. At Itron, you’ll tackle complex projects, enjoy challenging work and help make a positive impact. Come show us what you can do.

As a member of the Canadian Customer and Market Experience (CME) team, the Portfolio Account Manager (PAM) will help grow revenue, bookings and relationships by selling Itron products and services to current and prospective utility clients throughout Canada. The PAM is a strategic consultative position that provides account-level leadership. Aligns Itron capabilities and offerings with the customers strategic initiatives and operates as the clients trusted advisor.

This Portfolio Account Manager will support Itron's customers and is responsible for increasing sales in new and existing accounts. This strategic selling position provides account-level leadership, aligns Itron capabilities and offerings with the customers strategic initiatives and is focused on driving revenue and ensuring customer satisfaction with assigned customers.

**Key responsibilities include**:

- Responsibility for bookings and revenue quota from new and incremental business across assigned utility and city 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, Return on Investment (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.
- 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.

**Key skills, qualifications, and competencies include**:

- Preferred minimum of five (5) 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 and city industry such as IoT networks, AMI, digital energy, ADMS, DERMS, smart cities and edge computing.
- 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 “project manage” a sale and manage relationships through fulfilment.
- Strong team player.
- Familiar with Blue Sheet/Gold Sheet methodology using Miller Heiman tools.
- Passion for customer success, results oriented with entrepreneurial mindset and resourceful
- Strategic thinking and proven ability to adapt with changing customer dynamics
- Effectively navigate ambiguous and complex relationships and contexts with a very good level of emotional intelligence
- Embrace and promote Itron cultural tenets

**Education**: Bachelor's degree in related field or equivalent experience.

**Travel**: 30 - 60%

**Physical Demands**: This is a typical office job, with no special physical requirements or unusual work environment.

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