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 relationship-building skills and a proven track record in RFP responses and contract negotiations. Proficient in applying MEDDPICC methodology and utilizing AI tools to enhance sales processes and proposal quality.

Highest-signal resume keywords

CIS Software SalesRFP Response ManagementMEDDPICC ApplicationRelationship BuildingPublic Sector Procurement

ATS Keywords

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Applicant Tracking System Keywords

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Hard Skills

Quota-Carrying Sales ExperienceEnterprise Software SalesProposal WritingContract NegotiationSales Forecasting

Soft Skills

Persuasive CommunicationMentoringCuriosityInitiative

Tools & Technologies

CRM ToolsProposal Automation ToolsAI Tools

Industry Keywords

Municipal UtilitiesMeter-to-Cash CycleUtility AssociationsPublic Sector BuyersCIS Competitors

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 around 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 pipeline and forecast accuracy
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, procurement officers, and consulting firms
Make bid or no-bid recommendations for RFPs
Own RFP responses from kickoff through submission and coordinate product, professional services, and finance contributors
Lead finalist demonstrations, reference calls, orals, and best-and-final negotiations through contract signature
Informally mentor a new sales team member or sales engineer/intern during live pursuits
Help prepare demonstrations aligned with utility requirements and workflows
Share sales learnings with leadership as the team expands
Use AI to analyze RFPs, extract requirements, draft responses, build proposals, research accounts, map stakeholders, prepare demos, and support closing plans
Document and measure AI-assisted sales practices, including 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; renewals, upsells, or install base expansion alone do not fit
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 apply MEDDPICC consistently
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 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 is available to those who succeed and want it