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Area Vice President - West Region, Utilities Enterprise Solutions
Itron, Inc.
Lead enterprise sales for utility SaaS and hardware solutions in the Western US.
11d ago
$150,000 - $278,000
Expert & Leadership (13+ years), Experienced (8-12 years)
Full Time
Greater Phoenix Area
Remote
Company Size
5,788 Employees
Service Specialisms
Implementation
Project Management
Consulting
Installation
Technical Support
Managed Services
Network Implementation
Metering Solutions
Sector Specialisms
Utilities
Energy
Water Resources
Industrial
Infrastructure
Government
Role
What you would be doing
strategic planning
executive sponsorship
team coaching
talent development
revenue growth
pipeline management
- Build strategic account plans that reflect deep customer understanding, value mapping, and commercial strategy alignment.
- Serve as an executive sponsor on key accounts, helping resolve escalations, unlock decision-makers, and advance complex deals.
- Lead and coach a regional enterprise sales team, equipping them to challenge customer assumptions, bring new insights, and influence buying decisions across complex stakeholder groups.
- Champion talent development, including strategic hiring, onboarding, training, and performance coaching to build a Challenger sales culture.
- Drive growth in existing accounts by uncovering unmet needs and reframing how customers think about their challenges.
- Stay close to the market—maintaining expert-level knowledge of utility industry transformation, regulatory trends, and competitor moves to anticipate customer needs.
- Ensure pipeline health and accuracy, driving high-quality opportunity creation, forecasting discipline, and KPI management.
- Deliver revenue and bookings growth across all Itron business units, with a focus on high-value software and recurring revenue solutions.
- Own forecasting, budgeting, and planning activities to ensure alignment with corporate financial and operational objectives.
- Represent the voice of the customer internally, ensuring our offerings, strategies, and investments align with real utility pain points and strategic priorities.
What you bring
bachelor's degree
enterprise sales
adms
saas
challenger sales
commercial acumen
- Bachelor’s degree in a related field or equivalent experience.
- High commercial acumen with the ability to understand and reframe business problems from the customer’s point of view.
- Proven success in the utility technology sector, including sales experience in:
- 10+ years of experience in consultative, solution-based enterprise sales, including experience managing a regional or national sales team.
- Operational systems (e.g., ADMS, OMS)
- Strong track record of exceeding quotas and accelerating growth through value-based selling.
- Demonstrated ability to lead sales motions that include hardware, software, and SaaS in complex, multi-year deals.
- Formal training or practical experience using the Challenger Sales model or a similar insight-led methodology.
- Experience navigating matrixed environments and cross-functional alignment (e.g., product, marketing, delivery, legal).
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Training + DevelopmentInformation not given or found
Interview process
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Company
Overview
$2.4B Revenue
Annual Revenue Figure
The company generates over $2.4 billion in annual revenue, supported by its core segments: Device Solutions, Networked Solutions, and Outcomes services.
+100 Countries
Global Customer Base
The company serves customers in over 100 countries, highlighting its widespread reach and international impact.
270M+ Endpoints
Communicating Endpoints
With over 270 million connected devices, the company enables smart infrastructure solutions across cities and utilities worldwide.
2018 Expansion
Key Acquisition Milestone
The acquisition of Silver Spring Networks in 2018 significantly expanded the company's IoT and smart-grid capabilities.
- Began as a measurement-device provider and evolved into a smart-infrastructure innovator.
- Delivers smart meters, communications networks, software, and analytics for energy and water utilities.
- Typical projects include deploying AMI networks, grid-edge intelligence, distributed energy resource management, and smart streetlights.
- Provides acoustic sensors for highway projects and smart-streetlight moisture monitoring in major cities.
- Always see the glass as half full.
- Get started and figure it out as we go.
- Team above self. Everyone needs guidance.
- Take chances to try hard.
- Not learning if not failing.
50% reduction
Carbon Emissions
Achieved a 50% reduction in owned Scope 1 and 2 carbon emissions ahead of schedule, demonstrating strong progress toward sustainability goals.
100% ISO 14001
Certification
Ensured all manufacturing facilities meet ISO 14001 environmental management standards, reflecting a commitment to global best practices.
7.5 Mt avoided
GHG Emissions
Enabled customers to avoid 7.5 million metric tons of GHG emissions, highlighting the company's broader environmental impact through technology solutions.
100% Double Materiality
Assessment
Completed a comprehensive enterprise-wide assessment to align environmental, social, and governance (ESG) priorities with business strategy.
- Committed to carbon‑neutral operations by 2035 and net‑zero emissions by 2050.
- Reduced Scope 1 and 2 emissions by over 50% since 2019.
- Enabled customers via AMI/AMI/DR solutions to avoid at least 6.8 Mt (GHG) in 2023 and 7.5 Mt in 2024.
- 88% of manufacturing sites ISO 14001 certified by end‑2023; 100% by 2024.
Ranked 2025
Recognition for Inclusion
Recognized as one of America’s Greatest Workplaces for Inclusion by Newsweek in 2025.
Ranked 2025
Recognition for Women
Recognized as one of America’s Greatest Workplaces for Women by Newsweek in 2025.
Ranked 2024
Best Companies
Recognized as one of the Best Companies to Work For by U.S. News in 2024.
Ranked 2025
Best Midsize Employers
Recognized as one of America’s Best Midsize Employers by Forbes in 2025.
- Inclusion & Diversity strategy anchored on five dimensions: Supplier, Workplace, Workforce, Community, Marketplace.
- I&D Business Council led by business leaders setting goals and integrating best practices.
- Global inclusive learning programs via virtual courses for workplace inclusion.
- Inclusive recruiting leveraging referral programs and development opportunities.
- Employee Resource Group (iBelong) empowering employees to build inclusive communities.
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