Account Development Manager

Xylem•Morrisville, VT

About The Position

The Account Development Manager drives growth within 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 across teams to deliver solutions that help utilities modernize their operations. The manager leads regional market development and strategic growth initiatives, builds and maintains a prioritized target-account strategy, and prospects through customer visits, discovery meetings, industry events, webinars, outbound campaigns, and distributor engagement. The role manages opportunities from initial engagement through qualification, solution alignment, proposal development, and transition to the appropriate sales owner, while maintaining accurate Salesforce records and coordinating internal resources. The position also develops distributor and reseller partnerships, supports partner sales teams, and collaborates with sales, technical, marketing, product, professional services, and operations teams. The manager presents solutions to utility and industry stakeholders, represents Sensus and Xylem at industry events, communicates technical and commercial value clearly, and shares customer and market insights to support continuous improvement and business growth. Success is measured by qualified pipeline growth, revenue, customer engagement, opportunity progression, distributor participation, Salesforce data quality, and the effectiveness of customer and market-development activities.

Requirements

2–5 years of progressive experience in B2B sales, account development, business development, channel sales, market development, or solution selling.
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 make technical and commercial concepts understandable.
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%.
A bachelor’s degree in Business, Engineering, Environmental Science, Public Administration, Marketing, or a related field is listed as preferred.

Nice To Haves

Experience with water utilities, municipal markets, metering, AMR, AMI, smart infrastructure, software, communications, or related technical solutions.
Experience working with municipal utilities, water infrastructure, metering technologies, or smart water solutions.

Responsibilities

Lead regional market development for small and mid-sized water utilities, focusing on strategic growth segments.
Develop and maintain a prioritized target-account strategy informed by utility size, infrastructure, competition, funding, modernization readiness, and replacement cycles.
Prospect 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 solution value, including operational efficiency, billing accuracy, labor productivity, customer service improvements, and water conservation.
Use demonstrations, pilot programs, phased implementation strategies, and commercial offerings to reduce adoption barriers and encourage customer engagement.
Identify process, pricing, technical, or operational challenges and work with leadership on solutions.
Manage opportunities from initial customer engagement through qualification, solution alignment, proposal development, and transition to the appropriate sales owner.
Maintain accurate Salesforce records covering customer needs, decision-makers, competitive landscape, funding status, project timelines, and next steps.
Keep opportunities progressing to support revenue goals and business objectives; coordinate internal resources to remove obstacles and accelerate 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 distributors.
Evaluate distributor coverage and recommend alternative strategies when market support or resources are limited.
Partner with Regional Sales Directors, Technical Solutions, Marketing, Product Management, Professional Services, Sales Operations, and distributor partners on opportunity development.
Establish clear ownership and transition processes to support customers throughout the sales cycle.
Work 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 other industry stakeholders.
Represent Sensus and Xylem at conferences, trade shows, customer workshops, webinars, and industry events.
Explain complex technical concepts and communicate business value to prospective customers.
Provide customer feedback to support continuous improvement and market growth.