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 the municipal utility sector, leveraging strong relationships and strategic account planning to drive revenue growth. Proficient in RFP management, MEDDPICC methodology, and utilizing AI tools for proposal development and sales analysis.

Highest-signal resume keywords

CIS Software SalesRFP ManagementMEDDPICC MethodologyRelationship BuildingPublic Sector Procurement

ATS Keywords

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Applicant Tracking System Keywords

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Hard Skills

Quota-Carrying Sales ExperienceNew-Logo AcquisitionProposal DevelopmentContract NegotiationExecutive Summaries Production

Soft Skills

MentoringCuriosityInitiative

Tools & Technologies

CRM ToolsProposal Automation ToolsPursuit Management ToolsAI Tools

Industry Keywords

Municipal UtilitiesMeter-to-Cash CycleUtility ConsultingPublic Sector BuyersUtility Associations

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 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

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; 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

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
Leadership development available to those who succeed and want it