Director Enterprise Solutions, Utilities

Job Overview

The Director of Enterprise Solutions plays a pivotal leadership role in driving Xylem’s strategic engagement with its most critical enterprise accounts in the North American Utilities sector. This position is responsible for shaping high-impact partnerships that span across business segments, ensuring that innovative, customer-centric solutions align with clients’ long-term strategic objectives and serve as the primary Enterprise Utility account leader.

Key Responsibilities

• Serve as the primary relationship owner for select Xylem’s top-tier enterprise utility accounts, cultivating executive-level trust and long-term client partnerships.
• Lead the development and execution of account strategies that align with customer priorities and Xylem’s business goals.
• Collaborate with enterprise vertical marketing and segment leadership to align on utility strategies, target setting and go-to-market approach.
• Own revenue growth targets across designated enterprise accounts, driving pipeline development and strategic account expansion.
• Identify and capitalize on cross-sell and upsell opportunities that unlock new value and support sustained growth.
• Collaborate with segment and vertical marketing strategy cross-functional teams to co-create tailored solutions that address complex market and customer challenges and deliver measurable outcomes.
• Lead multi-year strategic planning and develop long-term growth plans for select utility enterprise accounts.
• Lead negotiations for strategic contracts and framework agreements, as required, securing commercially sound terms that strengthen long-term client relationships and reduce risk.
• Act as the primary liaison between select utility clients and internal stakeholders to ensure aligned execution and delivery of enterprise solutions.
• Work closely with enterprise vertical marketing and segment commercial teams to deliver customer-driven innovations and market-relevant offerings.
• Define and track KPIs to evaluate enterprise account performance, providing clear visibility to senior leadership through dashboards and regular reporting.
• Monitor industry trends, competitive developments, and market dynamics to continuously evolve account strategies.
• Partner with enterprise vertical marketing and key segment stakeholders to build the tools, processes, service models, and operational support needed to serve select utility clients effectively.

Ideal Candidate Profile

• Proven success managing complex, high-value accounts in a matrixed environment.
• Strong commercial tenacity, acumen and negotiation skills, with a history of delivering profitable revenue growth.
• Analytical and critical thinker with the ability to influence at the executive level.
• Skilled collaborator and communicator with experience leading cross-functional teams.

Qualifications

• Education & Experience: Bachelor’s degree with 10+ years of experience in account management, sales, or business development.
• Skills & Competencies: Strong understanding of the sales process, market analysis, exceptional communication and negotiation skills, strategic thinking, and proficiency in CRM software.
• Personal Attributes: Initiative-taking, strong critical thinking skills, ability to work independently and as part of a team, comfortable in a demanding environment.