Description:
As a Senior, strategic consultative you will provide account-level leadership to align Itron's capabilities and offerings with the customers strategic initiatives. You will operate as the clients trusted advisor on a long term basis. You will be responsible for named accounts in a defined region in Western Australia.
This is a newly created role for our business in Australia and you will be working in a team of 6, lead by the Head of Sales, ANZ and the Pacific.
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 all business lines
- 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’s solutions and outcomes.
- Ensure we deliver sold value to customer through the implementation and ongoing operations of our solutions and outcomes;
Criteria for Success
- Revenue; margin growth; CSAT, forecasting accuracy; customer/partner success; conversion rate
Required Skills and or Experiences
- Proven track record of meeting and beating the revenue and business objectives for large accounts.
- Success selling complex network solutions and enterprise software solutions.
- Proven success in a matrixed organization where product and content comes’ 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