(Remote) Senior Account Executive

Harris Computer • Contractor • Remote (Virginia Beach, Virginia, United States) • $85k - $95k / year • 12h ago

Advanced Utility Systems, a division of Harris; is seeking a Senior Account Executive who is a proven new-business hunter ready to join our sales team.

You will win new municipal utility customers for our CIS Infinity platform and the products around it. This role is not an account management or install base expansion position. We hire people who open doors, earn a seat at the table before the RFP exists, and carry a pursuit from first conversation to signed contract. Municipal utility buying decisions run through formal procurement. Boards, city councils, finance directors, and operations leaders all weigh in, and the RFP often decides the outcome. The Account Executive who wins in this market builds relationships early, understands what a utility is trying to fix, and helps shape the evaluation criteria before a competitor does. You will treat every RFP as a campaign that starts months before the document is published, not as a form to complete after it arrives. This is an individual contributor role, built to be rewarding and fulfilling as a career in its own right. It carries no formal management duties. It does offer an informal opportunity to mentor and develop a new sales team member who supports new customer acquisition, and to guide that person as an aide to your pursuit work. We plan to expand the sales team to grow faster in 2027 and 2028, and you will help shape how new sellers learn our market and our process. You will also set the pace for how our sales organization uses AI in RFP response, proposal writing, demonstrations, and closing. Leadership development is a possible path for people who succeed in the role and want it, but it is not a requirement of the job. The Profile We Recruit: A seasoned enterprise software hunter who has sold to municipal utilities and won. You earn business by building trust with public sector buyers over long cycles, and you can show the deals you opened, not the accounts you inherited. You see AI as a practical tool for winning more bids with less effort. This remote role welcomes candidates anywhere in Canada and the US. Travel is required as needed, approximately 50%. Candidates must hold a current, valid passport and be legally eligible to travel internationally. This includes either passport based visa exemption or possession of any required travel visas for entry into Canada, the United States, and the Caribbean. Preference will be given to candidates who can work in EST timezone. Salary: 85K - 95K OTE including base:

Up to 200K AI & Innovation Mindset We are committed to leveraging emerging technologies to improve how we work, serve our customers, and drive business outcomes. The successful candidate will demonstrate curiosity and a willingness to actively adopt and leverage AI tools to improve workflows, solve problems, and increase efficiency. Candidates should be comfortable using AI enabled technologies, including copilots, chat based AI assistants, and automation tools, as part of their everyday work while maintaining appropriate judgment, security, and compliance standards.

What your impact will be: Win New Municipal Utility Accounts Own a new-logo quota across North American municipal electric, water, wastewater, and gas utilities, with no install base farming responsibility. Build and work a target account plan that identifies utilities with aging CIS platforms, upcoming contract expirations, leadership changes, and budget cycles that signal a buying window. Develop relationships with the full buying group, including utility managers, finance directors, customer service leaders, IT leaders, and city or board decision makers. Run disciplined discovery that connects a utility's operational pain, such as staff retirements, billing accuracy, call volume, and cost to serve, to a business case the buying committee can defend. Apply MEDDPICC to qualify opportunities, manage the funnel, and maintain an accurate pipeline and forecast. Report on pursuit health, win rates, and lessons from lost deals. Shape RFPs Before They Are Written Engage prospects early, during needs assessment, budget planning, and consultant selection, so that our platform capabilities inform the requirements a utility writes. Build working relationships with utility consultants, procurement officers, and the consulting firms that often draft RFPs. Make a disciplined bid or no-bid recommendation for every RFP, weighing fit, relationship strength, competitive position, and cost of pursuit. Own the RFP response from kickoff to submission, and coordinate product, professional services, and finance contributors to meet deadlines with a compliant, persuasive proposal. Lead orals, finalist demonstrations, reference calls, and best-and-final negotiations through contract signature. Mentor and Develop New Sales Talent Mentor a new sales team member, including a sales engineer or sales intern, in an informal guidance role. You do not manage this person's performance, pay, or employment. Bring that person into your pursuits as an aide, and give them real exposure to account research, RFP support, discovery calls, and demonstrations. Show how you build relationships, qualify opportunities, and shape an RFP, so the person learns our approach to new customer acquisition by working on live deals. Help prepare demonstrations that follow each utility's stated requirements and workflows, working alongside the sales engineering function. Share what you learn with sales leadership, so the team can bring new sellers on faster as we grow in 2027 and 2028. Accelerate AI Adoption in the Sales Process Use AI tools to analyze RFPs, extract requirements, draft compliant responses, and build tailored proposals in a fraction of the current cycle time. Apply AI to account research, stakeholder mapping, demo preparation, and closing plans so that the team enters each meeting better prepared. Work with sales leadership and R&D to document which AI-assisted practices improve win rates and response quality, and share them across the sales organization. Measure results with concrete metrics, including hours saved per RFP, proposal quality, bid volume handled, and win rate. What we are looking for: Five or more years of quota-carrying software sales experience, with a recent track record selling CIS, billing, or other enterprise software to municipal utilities or comparable public sector buyers. A history of new-logo success. You can name the utilities you won, the size of each deal, the length of the cycle, and your role in it. 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, through consultant relationships, requirement shaping, and executive sponsorship. Strong relationship builder with credibility among utility managers, finance leaders, and board or council members. Clear, persuasive writer who can produce or direct an executive summary, a differentiated technical response, and a pricing narrative. Willingness to mentor a new sales team member informally, and the ability to work effectively with a sales engineer or demo specialist. Prior management experience is not required. Commitment to learn and apply MEDDPICC. Advanced has adopted this framework to guide funnel management and sales process discipline, and it supports scalable growth. You will use it to qualify opportunities, build pursuit plans, and forecast. Prior experience helps, but a willingness to learn it and use it consistently is required. Curiosity and hands-on initiative with AI tools. You can describe how you have used them, or how you would use them, to shorten proposal cycles and raise quality. Willingness to travel to prospect sites, conferences, and finalist presentations, as the pursuit calendar requires.

What would make you stand out: Knowledge of the meter-to-cash cycle and the challenges facing municipal utilities, including workforce retirements, aging systems, and pressure to reduce cost to serve. An existing network among North American municipal utilities, utility associations, and utility consulting firms. Experience selling against established CIS competitors and displacing a legacy platform. Prior working knowledge of MEDDPICC or a similar qualification framework, such as MEDDIC or Challenger. Familiarity with CRM and pursuit management tools, and with proposal automation platforms. What we can offer: 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! A Market Position Worth Building On:

Advanced serves the North American municipal utility industry with 30 years of domain experience. You sell the leading private cloud for utilities platform with a modernization roadmap and a credible AI story, into a market where aging systems and workforce retirements push utilities to act. A Role Built for Individual Contributors:

You focus on winning new customers, with the chance to mentor a new sales team member as we grow in 2027 and 2028. Leadership development is available to those who succeed and want it. Autonomy and Accountability:

You own your territory, your pursuits, and your results. Leadership expects a clear plan and honest forecasts, and gives you room to run. A Front Seat for AI in Sales:

You will help build and refine the AI-assisted RFP, proposal, and demo practices we roll out across the sales organization. About Advanced Utility Systems: Advanced

Utility Systems was established in 1997 to provide Customer Information and Billing solutions exclusively to municipal, investor owned and cooperative utilities. With more than 150 successful customer deployments across North America, Central America, South America and the Caribbean, Advanced has the experience required to deliver a successful implementation of your mission critical CIS. About Harris: Harris

is a leading provider of mission critical software to the public sector in North America. As a wholly owned subsidiary of Constellation Software Inc. (“CSI”, symbol CSU on the TSX), Harris has become the cornerstone for CSI’s investment in utility, local government, school districts, public safety, and healthcare software verticals. Our success has been realized through investments in our proprietary software and market expertise. This focus, combined with acquiring businesses that build upon or complement our offerings, has helped drive our success. Harris will continue to growth through reinvestment – both in the people and products that we offer and making investments in acquiring new businesses. #LI-remote