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Portfolio Account Manager

7 months ago

Perth, Australia Itron Full time

**Position: Portfolio Account Manager**

**Location Perth, Australia**

**Domain: Specializing in Electric**

**Position Summary**

Strategic selling position that provides account-level leadership, aligns Itron capabilities and offerings with the customers strategic initiatives and focused on driving revenue and ensuring CSAT with assigned customers.

**Primary Deliverables**
- Develop and close new and Incremental business across assigned accounts
- Responsible for revenue and bookings quota across D, N, O
- Primary focus is driving product revenue in the 12 Month rolling forecast
- Understand market, customer drivers, competition and regulatory environment
- Partner with customer enablement team to ensure we deliver to our commitments
- Drive new product sales and expansion to secure the base of the pyramid.
- Grow frame agreements across assigned accounts
- Maintain regular interaction across the enterprise for all product offerings
- Work closely with Enterprise Client Director and AVP on strategic long sales cycle initiatives
- Responsible for keeping revenue plan up to date and accurate
- Maintain Devices specifications as necessary
- Provide internal early awareness and support trouble shooting for product, system and project issues
- Work in conjunction with BU sales enablement teams

**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

**Decisions or processes they own**
- Demand plan, and forecast for assigned accounts;
- Work with team on customer escalation points;
- Drive sales operational efficiency

**Key coordination points/orgs**
- Customer interface and relationship;
- D, N, O product marketing/mgmt
- Customer enablement org, finance, legal, business development, business operations

**Required Skills and or Experiences**
- Proven track record of meeting and beating the revenue and business objectives
- Success selling a diverse set of product offerings across the customer enterprise
- Proven success in a matrixed organization where product and content comes’ from multiple sources
- Experience supporting complex commercial deals with legal and finance
- Interpreting financial and market information to make decisions

**Key Stakeholders O=Observer; D=Decider; I=Keep Informed**
- Business lines
- Supply Chain
- R&D - be able to take challenges to these groups in order to work on issues
- Business lines for forecast and budgets
- Balance product availability with demand
- Team with biz dev to leverage relationships in their regions
- Work with business ops, product marketing and finance on planning and creating deal winning strategies

**Important Personal/Professional Attributes**
- Comfortable working across the customer enterprise
- Comfortable developing relationships at multiple levels
- Ability to develop an account capable of delivering products and solutions across D, N, O
- Must be highly collaborative, and driven to deliver business results

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.