Director Sales - Utilities Enterprise Solutions, Western Region

Itron is innovating new ways for utilities and cities to manage energy and water. We create a more resourceful world to protect essential resources for today and tomorrow. Join us.

As Director of Sales - Utilities Enterprise Solutions for the West Region, you will lead a high-performing enterprise solutions sales team focused on utilities in the electricity and gas sectors. Your mission: to exceed revenue and bookings targets by challenging customer thinking, introducing differentiated value, and guiding buying groups through complex solution decisions.

This role is accountable for driving performance across all three of Itron’s business units—

Devices, Networks, and Outcomes

—with a heavy emphasis on SaaS, ARR, and marketplace application sales. You’ll develop your team to be insight-led advisors who shape customer strategies, not just respond to them. This role can be remotely located in the Western territory.

Duties & Responsibilities

- 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.

- Deliver revenue and bookings growth across all Itron business units, with a focus on high-value software and recurring revenue solutions.

- Serve as an executive sponsor on key accounts, helping resolve escalations, unlock decision-makers, and advance complex deals.

- Ensure pipeline health and accuracy, driving high-quality opportunity creation, forecasting discipline, and KPI management.

- Build strategic account plans that reflect deep customer understanding, value mapping, and commercial strategy alignment.

- Champion talent development, including strategic hiring, onboarding, training, and performance coaching to build a Challenger sales culture.

- Stay close to the market—maintaining expert-level knowledge of utility industry transformation, regulatory trends, and competitor moves to anticipate customer needs.

- Own forecasting, budgeting, and planning activities to ensure alignment with corporate financial and operational objectives.

- Drive growth in existing accounts by uncovering unmet needs and reframing how customers think about their challenges.

- Represent the voice of the customer internally, ensuring our offerings, strategies, and investments align with real utility pain points and strategic priorities.

Required Skills & Experience

- Bachelor’s degree in a related field or equivalent experience.

- 10+ years of experience in consultative, solution-based enterprise sales, including experience managing a regional or national sales team.

- Proven success in the utility technology sector, including sales experience in:

- Customer systems (e.g., CIS, AMI, DERMs)

- Operational systems (e.g., ADMS, OMS)

- Data platforms (e.g., data lakes, cloud analytics, enterprise integration)

- 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.

- Experience navigating matrixed environments and cross-functional alignment (e.g., product, marketing, delivery, legal).

- High commercial acumen with the ability to understand and reframe business problems from the customer’s point of view.

Preferred Skills & Experience

- Formal training or practical experience using the Challenger Sales model or a similar insight-led methodology.

This position also includes a competitive benefit package including; financial, social, health and wellbeing programs, paid vacation, 401k matching, employee stock purchase program, hybrid work schedule, and more! This position is eligible for our sales incentive program and our annual equity grant program.

The successful candidate’s starting salary will be determined based on permissible, non-discriminatory factors such as skills and experience and may vary by location.

The base salary range for Liberty Lake, WA is $150,000 – $278,000.

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 wage will be determined based on permissible, non-discriminatory factors such as skills and experience.

Itron is proud to be an Equal Opportunity Employer. If you require an accommodation to apply, please contact a recruiting representative at 1-800-635-5461 or email Accessibility@itron.com.

Itron is transforming how the world manages energy, water and city services. Our trusted intelligent infrastructure solutions help utilities and cities improve efficiency, build resilience and deliver safe, reliable and affordable service. With edge intelligence, we connect people, data insights and devices so communities can better manage the essential resources they rely on to live. Join us as we create a more resourceful world: www.itron.com