Senior Account Executive

🔥 3 minutes ago

🌐 Canada, United States – Remote

🇨🇦 Canada – Remote 🇺🇸 United States – Remote

💵 $85k - $95k / year

⏰ Full Time

🟠 Senior

🧑‍💼 Account Executive

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Harris Computer

WebsiteLinkedInAll Job Openings

10,000+ employees

Founded 1993

🏥 Healthcare

💼 Consulting

📦 Logistics

Healthcare • Consulting • Logistics

Harris Computer is a company that provides mission-critical software solutions across various industries, including the public sector, healthcare, utilities, and private sector verticals. They focus on acquiring businesses with growth potential, managing them effectively, and building them for future success. Harris Computer serves over 100,000 customers with a global presence in North America, Europe, Asia, and Australia, employing over 12,000 people. Their mission is to empower customers to deliver on their goals by offering tailored software and services.

📋 Description

• Win new municipal utility customers for the CIS Infinity platform and related products • Own a new-logo quota across North American municipal electric, water, wastewater, and gas utilities • Build target account plans identifying buying signals such as aging CIS platforms, contract expirations, leadership changes, and budget cycles • Develop relationships with utility managers, finance directors, customer service leaders, IT leaders, and city or board decision makers • Conduct discovery and connect operational pain to defensible business cases • Apply MEDDPICC to qualify opportunities, manage the funnel, and maintain accurate pipeline and forecasts • Report on pursuit health, win rates, and lessons from lost deals • Engage prospects during needs assessment, budget planning, and consultant selection to shape RFP requirements • Build relationships with utility consultants, procurement officers, and consulting firms • Make bid or no-bid recommendations for RFPs • Own RFP responses from kickoff to submission and coordinate product, professional services, and finance contributors • Lead finalist demonstrations, reference calls, oral presentations, and best-and-final negotiations through contract signature • Informally mentor a new sales team member, sales engineer, or sales intern • Support account research, RFP preparation, discovery calls, demonstrations, and live pursuits • Share sales learnings with leadership as the team expands in 2027 and 2028 • Use AI to analyze RFPs, extract requirements, draft responses, build proposals, research accounts, map stakeholders, prepare demonstrations, and create closing plans • Work with sales leadership and R&D to document effective AI-assisted practices • Measure AI process results using hours saved, proposal quality, bid volume, and win rate • Travel approximately 50% as needed

🎯 Requirements

• Five or more years of quota-carrying software sales experience • Recent track record selling CIS, billing, or other enterprise software to municipal utilities or comparable public sector buyers • History of new-logo success; experience must not mainly be renewals, upsells, or install base expansion • Demonstrated experience with public sector procurement, including RFP response, bid or no-bid decisions, evaluation scoring, orals, and contract negotiation • Ability to influence buying processes before RFP issuance through consultant relationships, requirement shaping, and executive sponsorship • Strong relationship-building credibility among utility managers, finance leaders, and board or council members • Ability to produce or direct executive summaries, differentiated technical responses, and pricing narratives • Willingness to mentor a new sales team member informally and work effectively with a sales engineer or demo specialist • Commitment to learn and consistently apply MEDDPICC • Curiosity and hands-on initiative with AI tools • Willingness to travel to prospect sites, conferences, and finalist presentations • Current, valid passport • Legally eligible to travel internationally, including required visa exemption or travel visas for Canada, the United States, and the Caribbean • Preference for candidates who can work in EST timezone • Knowledge of the meter-to-cash cycle and municipal utility challenges is an advantage • Existing network among North American municipal utilities, utility associations, and utility consulting firms is an advantage • Experience selling against established CIS competitors and displacing a legacy platform is an advantage • Prior MEDDPICC, MEDDIC, or Challenger knowledge is an advantage • Familiarity with CRM, pursuit management, and proposal automation tools is an advantage

🏖️ Benefits

• 3 weeks’ vacation and 5 personal days • Comprehensive Medical, Dental, and Vision benefits starting from your first day of employment • Employee stock ownership and RRSP/401k matching programs • Lifestyle rewards • Remote work • Leadership development available to those who succeed and want it