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Enterprise Client Executive - West
Itron, Inc.
Sell Itron utility solutions, manage accounts, and drive revenue in Southern California.
12d ago
$125,000 - $265,000
Expert & Leadership (13+ years), Experienced (8-12 years)
Full Time
San Diego, CA
Hybrid
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
account management
solution demo
risk management
sales forecasting
client relationship
delivery partnership
- Owning the relationship across the customer enterprise.
- Developing and maintaining account / engagement, and opportunity plans to support achieving assigned quota.
- Being the customers trusted advisor for the long-term customer relationship.
- Collaborating with team members to Create and conduct in-depth sales presentations and high-level solution demonstrations that highlight key benefits, ROI and position Itron’s products and services as the best solutions.
- Responsibility for bookings quota from new and incremental business across assigned utility accounts.
- 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.
- Identifying and resolving risks associated with the delivery and or provision of customer contracts; manage client expectations throughout the contract.
- 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.
- Ensuring that the sold and delivered solutions help customer achieve success metrics such that they are active and referenceable accounts.
- Managing all pre-transaction activity throughout the sales process.
- Engaging in regular Itron internal business review, sales budgets/targets, forecasting and planning activities.
- Partnering with Itron’s delivery team to ensure we deliver to our commitments.
What you bring
salesforce
bant
challenger sales
consultative selling
utility experience
presentation skills
- Successful track record in sales with consistent over-achievement of quota.
- Preferred minimum of eight (8) years’ experience in sales within the major utility (or similar) marketplace.
- Familiar with validating opportunities base on BANT, Blue Sheet/Gold Sheet, Challenger Sales methodology, etc.
- Experience with consultative sale of enterprise-scale solutions / systems / software / software as service (SaaS) to the utility industry.
- Ability to manage a complex sales strategy and the customer relationship ensuring a win-win outcome.
- Experience presenting at industry conferences, webinars, or customer forums.
- Advanced skills in Salesforce or similar CRM platforms for pipeline management, forecasting, and customer engagement tracking.
- Deep understanding of the utility industry trends, including grid modernization, AMI, DER integration, and regulatory frameworks in Southern California.
- Familiarity with utility technologies such as smart metering, grid analytics, demand response, and IoT platforms.
- Ability to lead and influence cross-functional teams including product, legal, finance, and delivery to drive customer success.
- Demonstrated closing skills.
- 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.
- Ability to work effectively with diverse teams and customers across different organizational cultures.
- Understanding market, customer drivers, competition, and regulatory environment.
- Experience with value-based and consultative selling approaches, including Challenger, SPIN, or MEDDIC methodologies.
- Exceptional written and verbal communication and presentation skills are essential.
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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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