Xylem (XYL) is a leading global water technology company committed to developing innovative technology solutions to the world’s water challenges. The Company’s products and services move, treat, analyze, monitor and return water to the environment in public utility, industrial, residential and commercial building services settings. Xylem also provides a leading portfolio of smart metering, network technologies and advanced infrastructure analytics solutions for water, electric and gas utilities. The Company’s more than 16,500 employees bring broad applications expertise with a strong focus on identifying comprehensive, sustainable solutions. Headquartered in Rye Brook, New York with 2017 revenue of $4.7 billion, Xylem does business in more than 150 countries through a number of market-leading product brands.
The name Xylem is derived from classical Greek and is the tissue that transports water in plants, highlighting the engineering efficiency of our water-centric business by linking it with the best water transportation of all – that which occurs in nature. For more information, please visit us at www.xylem.com.
Valor Water Analytics, a Xylem brand, is revolutionizing the water utility industry by transforming water utility data into financial solutions. Water utilities face major financial challenges not limited to revenue impacts of conservation and huge infrastructure costs – yet there very little innovation in the water SaaS arena.
The Role: Valor Water, a Xylem brand, seeks a Business Development Manager to grow Valor’s water utility software business. Prefer candidate to be based on the West Coast and have ability to travel as required to meet the demands of the business.
As Valor Water’s Business Development Manager, you will be responsible for leading and growing a global book of business at Valor; delivering on annual sales and revenue targets that grow the global book of business.
As Business Development Manager, you will work report directly to Valor’s CEO to manage a sales pipeline of over $10M. As we work to build a business development team, you will be responsible for your own sales quota. The ideal candidate will have a background in engineering, nonrevenue water, and utility solution selling.
The Business Development Manager role includes owning and building executive level relationships at public and private water utilities. You will be responsible for leading Valor into its next phase of growth working directly with utility clients to sell Valor’s full suite of software applications – with a focus on non revenue water & customer affordability solutions.
The primary sales channel is B2G, selling Valor’s software platform to water and gas utilities. Valor operates in a start-up like environment and is a Y Combinator company and has already sold its product into New York City DEP, and a dozen other large water and gas utilities.
Great unlimited income potential for self-motivated, dynamic sales person with a passion of software and working with water and gas professionals. We offer a competitive base salary plus uncapped commissions and the ability to generate multi-year residual income off of a sales pipeline with multi-channel opportunities.
Essential Duties/Principal Responsibilities:
• Strong business development leadership skills.
• Build business development team that delivers growth and is focused on solutions selling to utilities
• Provide market leadership to the business development team as a subject matter expert through the entire sales cycle.
• Execute tactical and strategic sales account plans for existing and new clients in order to achieve the revenue targets as directed by the Business. This includes the handling of customer queries effectively and dealing with objections during the sales process.
• Establish and maintain a high level of positive and effective contact with key customers, agents, lead generators and others to enhance sales opportunities for new and continuing business development and major key accounts.
• Develop and manage a robust pipeline of sales opportunities through the entire sales cycle.
• Own and provide leadership to the various teams as a subject matter expert through the entire sales cycle.
• Maintain up to date and accurate customer sales records, expense plans, budgets and related databases. Responds to client RFP/RFI Requests in a timely and professional manner to facilitate success
• Maintain constant awareness of markets, policies, competitor activities and problems within assigned customer base, recognize trends that develop, and make appropriate strategic and tactical sales/marketing recommendations.
• Work closely with and maintain good working relationships with other Valor departments such as Product Management, Client Engagement, Engineering, etc., to ensure company requirements are met or exceeded.
• Provide business development and thought leadership through opportunity identification to grow new business, driving new capabilities and incremental business success.
• Lead customer product demonstrations and preparation of detailed proposals that highlight value-oriented features of Valor offerings.
• Be able to deliver strong communication skills through the various multiple levels of customer contacts (C-suite executives, business and consultants).
• Identification and management of a robust pipeline of activity which will improve year-to-year business growth.
• Have strong solution selling skills, demonstrating strong product knowledge and product/solution currency.
• Development of strong awareness of the various competitive products.
Required Skills and Experience:
• 10+ years of proven solution Major Account Sales Management experience
• Minimum 3 years’ of sale experience selling into the utility sector
• Bachelor’s Degree
• Ability to understand high-level technology concepts and communicate to non-IT executives
• Expertise in prospecting and developing relationships with C-Level Executives in IT and Business areas applicable to stores and ecommerce
• Demonstrated quota achievement and territory growth.
• Enjoyable personality and aptitude for fun, team-oriented and competitive environments
• •Travel 50% + (international travel as well)
• •West Coast-based a plus
Preferred Skills and Experience:
• •Masters or other post-graduate degree a plus
• •PE or equivalent
• •Software / Services selling experience
• •Aptitude for working within a high profile high customer touch business
Additional Information:
Physical Demands
(The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.)
Light lifting (20-25 lbs.), office environment
Regularly required to sit or stand, reach, bend and move about the facility
Work Environment
(The work environment characteristics described here are representative of those an employee encounters while performing the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.)
EOE/Females/Minorities/Protected Veterans/Disabled