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Portfolio Account Manager

4 months ago

Detroit, Michigan, United States Itron, Inc. 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 North American 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 North America. 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 North American West Region 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.

Please note, this role must be located within the West Region in proximity to major airport.

Job Duties & Responsibilities:

  • Responsibility for bookings and revenue 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, 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.
  • 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.

Required Skills & Experience:

  • 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 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 "project manage" a sale and manage relationships through fulfilment.
  • Strong team player.
  • Familiar with Blue Sheet/Gold Sheet methodology using Miller Heiman tools.

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

Travel: %

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

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 your past experiences don't perfectly align with every requirement, we encourage you to apply anyway. In the end, you may be just who we are looking for

The successful candidate's starting salary will be determined based on permissible, non-discriminatory factors such as skills and experience.

Itron is proud to be an . If you require an accommodation to apply, please contact a recruiting representative at or email .

Itron enables utilities and cities to safely, securely and reliably deliver critical infrastructure solutions. We provide smart networks, software, services, meters, and sensors to better manage electricity, gas, water and city services. We are dedicated to creating a more resourceful world.



Itron is an Equal Opportunity, Affirmative Action Employer. Qualified applicants are considered without regard to race, color, religion, sex, age, national origin, citizenship, sexual orientation, marital status, pregnancy, medical condition, veteran status, disability, genetic information, gender identity or other characteristics protected by law.