Account Development Manager

Xylem•Alpharetta, GA

About The Position

The Account Development Manager drives growth in the small and mid-sized water utility market by identifying new business opportunities, building strategic relationships, and expanding market share. The role generates demand, advances sales opportunities, supports distributor partners, and collaborates with cross-functional teams to deliver solutions that help utilities modernize their operations. The position leads regional market development, develops prioritized target-account strategies, executes prospecting, and advances strategic growth initiatives. It manages opportunities from initial engagement through qualification, proposal development, and transition to the appropriate sales owner, while maintaining accurate Salesforce records. The role also develops distributor partnerships, coordinates internal resources, represents Sensus and Xylem at customer and industry events, and provides customer and market insight to support business and product decisions. Success is measured by pipeline growth and incremental revenue, new customer engagement, opportunity progression, distributor engagement, Salesforce accuracy, and the effectiveness of customer presentations, campaigns, events, and growth initiatives. The role may require travel up to 60%.

Requirements

Two to five years of progressive B2B sales, account development, business development, channel sales, market development, or solution-selling experience.
Demonstrated ability to prospect, build new relationships, develop qualified opportunities, and influence complex public-sector buying processes.
Experience working through distributors, value-added resellers, or other indirect channels without direct authority.
Strong presentation, facilitation, and written-communication skills, including the ability to explain technical and commercial concepts clearly.
Comfort using Salesforce or a similar CRM to manage target accounts, customer activity, pipeline, and opportunity progression.
Proficiency with Microsoft Office applications and Salesforce CRM.
Ability to travel up to 60%.

Nice To Haves

Bachelor’s degree in Business, Engineering, Environmental Science, Public Administration, Marketing, or a related field is preferred.
Experience with water utilities, municipal markets, metering, AMR, AMI, smart infrastructure, software, communications, or related technical solutions is preferred.
Experience working with municipal utilities, water infrastructure, metering technologies, or smart water solutions.

Responsibilities

Lead regional market development efforts for small and mid-sized water utilities, focusing on strategic growth segments.
Develop and maintain prioritized target-account strategies using factors such as utility size, infrastructure, competition, funding, modernization readiness, and replacement cycles.
Conduct prospecting through customer visits, discovery meetings, industry events, webinars, outbound campaigns, and distributor engagement.
Generate new customer opportunities and expand the market.
Drive regional execution of strategic growth initiatives and business development programs.
Communicate the value of solutions, including operational efficiency, billing accuracy, labor productivity, customer service improvements, and water conservation.
Use demonstrations, pilot programs, phased implementations, and commercial offerings to reduce adoption barriers and accelerate customer engagement.
Identify process, pricing, technical, or operational challenges and work with leadership on solutions.
Manage opportunities from initial engagement through qualification, solution alignment, proposal development, and transition to the appropriate sales owner.
Maintain accurate Salesforce records of customer needs, decision-makers, competitive landscape, funding status, project timelines, and next steps.
Coordinate internal resources to remove obstacles and accelerate project execution.
Collaborate with distributors and value-added resellers to expand market coverage and sales opportunities.
Support distributor sales teams with prospect identification, discovery, solution positioning, and opportunity advancement.
Lead joint account planning, pipeline reviews, sales training, and regional marketing activities with distributor partners.
Evaluate distributor coverage and recommend alternative strategies where resources or market support are limited.
Partner with Regional Sales Directors, Technical Solutions, Marketing, Product Management, Professional Services, Sales Operations, and distributor partners.
Establish clear ownership and transition processes to support customer success throughout the sales cycle.
Collaborate with Marketing on targeted campaigns, customer-focused messaging, case studies, and sales enablement tools.
Provide market intelligence and customer insights for product development, pricing strategy, resource planning, and business growth.
Present to utility leaders, operators, consultants, procurement teams, distributors, and industry stakeholders.
Represent Sensus and Xylem at conferences, trade shows, customer workshops, webinars, and industry events.
Explain technical concepts clearly and communicate business value to prospective customers.
Provide customer feedback to support continuous improvement and market growth.