Job Overview

Director, Major Accounts - West (remote)

The Director of Major Accounts - West is responsible for managing, nurturing, and expanding relationships with Aclara’s most strategic customers. This role serves as the primary business contact for assigned accounts, builds strong partnerships across customer organizations, and drives sustainable orders and revenue growth through retention, cross-selling, and upselling. Success requires sales expertise, strategic thinking, disciplined account planning, and excellent communication and collaboration skills.

This role covers customers in the western half of the US.

Compensation will be based on experience and qualifications and will be discussed during the interview process. The salary range for this role is $150,000 - $190,000 per year. This position offers a competitive salary and benefits package.

A Day In The Life

• Develop and execute strategic account plans for each assigned customer, including growth opportunities, issue resolution, and executive engagement.
• Build and maintain relationships across customer organizations, serving as the primary point of contact for business-related matters.
• Develop a thorough understanding of customer needs, objectives, and requirements, and present tailored solutions that support their goals.
• Drive orders and revenue growth by identifying and pursuing maintenance, renewal, cross-sell, and upsell opportunities.
• Coordinate and lead quarterly business reviews to assess account performance, address concerns, and align on priorities and opportunities.
• Collaborate with sales leaders across Aclara and with internal teams, including marketing, customer support, product development, and operations, to deliver an exceptional customer experience.
• Manage contract negotiations, renewals, pricing discussions, and related commercial activities in coordination with the sales team.
• Resolve customer issues and complaints promptly, coordinating internal resources to deliver timely solutions and maintain trust.
• Prepare accurate account-performance reports, sales forecasts, progress updates, and market insights for internal and external stakeholders using key account metrics.
• Monitor industry trends, market conditions, and competitor activity to identify emerging risks and opportunities.
• Provide customer feedback and insights to product development teams to support improvements and new product or service offerings.
• Maintain high levels of customer satisfaction and strengthen long-term account retention.

What will help you thrive in this role?

• Bachelor’s degree in Business, Engineering, Communications, or a related field preferred.
• 10+ years of experience in electric, gas, and/or water markets preferred.
• Extensive industry sales/account management experience and a strong understanding of procurement channels, value drivers, and processes.
• Proven success developing and executing integrated sales, marketing, and market-development plans that increase revenue and market position.
• Expertise in sales planning, project tracking, strategy development, and translating strategy into timely tactical execution.
• Strong written, verbal, interpersonal, and relationship-building skills across diverse customer groups.
• Excellent problem-solving, analytical, organizational, and time-management skills, with the ability to resolve issues promptly.
• Strategic, practical, self-motivated, team-oriented, and results-driven, with a strong focus on financial objectives.
• Proficiency in Microsoft Office, Salesforce, and Power BI.
• Ability to travel up to 50%