Account Executive
Over the past four years, Rachio has established itself as the leader in smart home water, using residential irrigation as the key entry point. We have built the foundation for a great consumer brand which has afforded us an ability to aggressively pursue opportunities with water utilities. Examples of opportunities include everything from securing subsidy for our products in the form of local rebates, to sales and development of software solutions which leverage our hardware network to help utilities reduce and shape water demand.
As an Account Executive focused on our utility business, you’ll be responsible for the consultative development of new business, in combination with the design, implementation, and management of utility programs and solutions. It’s expected that you’ll become an expert on the water utility ecosystem, and quickly develop an approach with prospective clients that allows you to understand their needs set and develop solutions which address those.
An equally important aspect of the role comes in the ability to understand the regulatory framework in which utilities operate, and finding ways in which Rachio can exploit these to accelerate the adoption of their products.
Internally, you’ll be responsible for the coordination of local marketing, support, sales and finance teams to help implement and manage these programs. You’ll possess excellent project management and people skills, and will apply rigor and method to any problems you face.
This is a role well-suited for a self-starter. You will join a small team of individuals focused on new market development.
If you’re an experienced B2B sales professional interested in a role that requires an ability to not only sell, but design and implement complex solutions, we’d love to hear from you.
Responsibilities:
With a focus on consultative selling, establish and maintain relationships with utility prospects and clients, nurturing these through the sales pipeline
Partners with market development resources to generate new water utility leads in markets where supply-side water issues exist (e.g. California, Colorado, Texas etc.)
Develops an understanding of the water utility ecosystem, and is able to evaluate challenges faced by water utilities, and help define solutions which address those
Pays close attention to the regulatory environment, understanding how Rachio can solve for regulatory issues, and how regulation can be used to Rachio’s advantage in accelerating adoption of smart irrigation solutions
Understands various funding sources and mechanisms (e.g. state grants), and develops means of taking advantage of these for the subsidy of Rachio products
Leads and coordinates amongst sales, product, support, and marketing teams to design, implement and manage utility programs
Works with product management resources to develop new solutions, and design and implement go-to-market strategies for utility-specific solutions
Uses data driven insights to establish sales tools and analyses which complement the sales cycle and allow for a consultative approach with partners
Effectively manage financials to maximize the impact of utility monies, while at the same time ensuring financial success for the Company
Qualifications:
5+ years of experience working in B2B sales, with a background in engineering preferred
Proven ability to engineer and implement solutions for large enterprises.
Proven ability to work in cross-functional teams. Able to collaborate, influence, and quickly build trust and respect within the organization and with partners.
Excellent communication skills. Translates data-driven insights into actionable recommendations. Seeks alignment across the organization by sharing information openly and proactively
Ability to identify strategies and drive results with speed and effectiveness through the execution of the right go-to-market strategies and plans
A creative mind and passion for exploring and testing new marketing initiatives with a focus on iterative learning and improvement for the sake of continued future growth.
An innovative and entrepreneurial thinker who leads with confidence and a point of view. Willing and able to put hard issues on the table, drive open debate, and problem-solve with the team to achieve results
Ability to understand the end-to-end organization. Experience working directly with product management to define and influence the future vision of products, and experience working directly with client services to provide end-to-end, world-class service
Has strong energy and passion for what Rachio stands for and meets challenges head on with conviction