Senior Account Executive

Harris Computer

. Win new municipal utility customers for the CIS Infinity platform and related products .

Posted 9/28/2026full-timeRemote • Canada, United StatesSenior💰 $85,000 - $95,000 per yearWebsite

Core Competencies

Role fit

Core Competencies

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Demonstrates expertise in new-logo sales within municipal utilities, leveraging strong relationship-building skills and a proven track record in public sector procurement processes. Proficient in applying MEDDPICC methodology and utilizing AI tools for account research and proposal development.

Highest-signal resume keywords

CIS Software SalesPublic Sector ProcurementRFP Response ManagementRelationship BuildingMEDDPICC Methodology

ATS Keywords

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Applicant Tracking System Keywords

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Hard Skills

Quota-Carrying Sales ExperienceEnterprise Software SalesBid or No-Bid Decision MakingContract NegotiationProposal DevelopmentTechnical WritingSales ForecastingPipeline ManagementAccount PlanningNeeds Assessment

Soft Skills

Persuasive CommunicationMentoringCuriosityInitiativeCollaboration

Tools & Technologies

AI ToolsCIS Infinity PlatformSalesforceRFP Management SoftwareProposal Automation Tools

Industry Keywords

Municipal UtilitiesElectric UtilitiesWater UtilitiesWastewater UtilitiesGas UtilitiesPublic Sector BuyersUtility ConsultantsFinance DirectorsCustomer Service LeadersDecision Makers

About the role

Key responsibilities & impact

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 based on 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
Run discovery connecting 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 future RFP requirements
Build relationships with utility consultants and procurement officers
Make bid or no-bid recommendations for RFPs
Own RFP responses from kickoff to submission and coordinate product, professional services, and finance contributors
Lead orals, finalist demonstrations, reference calls, and best-and-final negotiations through contract signature
Informally mentor a new sales team member and provide exposure to account research, RFP support, discovery calls, and demonstrations
Help prepare demonstrations aligned with utility requirements and workflows
Share sales learnings with leadership
Use AI to analyze RFPs, extract requirements, draft compliant responses, and build tailored proposals
Apply AI to account research, stakeholder mapping, demo preparation, and closing plans
Work with sales leadership and R&D to document effective AI-assisted practices
Measure AI impact through hours saved, proposal quality, bid volume, and win rate

Requirements

What you’ll need

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; candidates whose results came mainly from renewals, upsells, or install base expansion will not fit this role
Demonstrated experience with public sector procurement, including RFP response, bid or no-bid decisions, evaluation scoring, orals, and contract negotiation
Proven ability to influence a buying process before the RFP is issued
Strong relationship-building credibility among utility managers, finance leaders, and board or council members
Clear, persuasive writing ability for executive summaries, 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 and legal eligibility to travel internationally, including required travel visas or passport-based visa exemption for Canada, the United States, and the Caribbean
Preference for candidates who can work in EST timezone

Benefits

Comp & perks

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 and more!