Global Practice Manager, Smart Water Networks

Marketing Rye Brook, New York Baltimore, Maryland San Francisco, California South Bend, Indiana Columbia, Maryland


Description

Xylem zīləm|

1) The tissue in plants that brings water upward from the roots;

2) a leading global water technology company.

Xylem is the leading global provider of efficient and sustainable water technologies and our international team is unified in a common purpose: creating advanced technology and other trusted solutions to solve the world’s water challenges. 

We are committed to social responsibility and corporate citizenship through our Xylem Watermark program, where colleagues volunteer their time and talent to provide and protect safe water resources for communities around the world, deliver disaster response, educate children, and raise global awareness about critical water issues. Innovation, diversity and inclusion are also key to our culture.

 

Our products and services move, treat, analyze, monitor and return water to the environment, in public utility, industrial, residential and commercial building services settings. We develop and provide technologies that improve the way water is used, managed, conserved and re-used. Xylem also provides a leading portfolio of smart metering, network technologies and advanced analytics solutions for water, electric and gas utilities. 

 

If you are excited and passionate about helping us #letssolvewater, we want to hear from you! For more information, please visit us at www.xylem.com

The Role: This role is accountable for developing Xylem’s global approach for client engagement in the area of Water Transmission and Distribution networks. S/he will be responsible for creating an integrated strategy for dramatically improving the performance of water transmission and distribution networks using the full range of Xylem’s smart water technologies, including but not limited to non-revenue water (real and apparent losses), pumping and pressure management, metering solutions, network analytics, and pipeline monitoring and inspection tools. Success in this role requires strong consulting skills, strong stakeholder management skills, a multi-disciplinary understanding of technology systems and solutions, and a pragmatic and aggressive commercial instinct.


Essential Duties/Principal Responsibilities:

Develop Xylem’s holistic “CXO-ready” Integrated Non-Revenue Water Engineering framework.

  • Understand client pain points related to clean water transmission and distribution services
  • Map Xylem’s existing offerings to these pain points and develop an outcome-based framework for addressing them with Xylem solutions
  • Establish client segments based on problem sets and define reference solution architectures and commercial approaches for each major client segment

Connect the Dots at Xylem

  • Understand the full range of Xylem solutions that address this domain area
  • Convene and engage a cross-Xylem Reference Group to develop shared technology roadmap, integrated solution architectures, standardized offerings and nomenclature
  • Develop clear “rules of the road” for engagement to deconflict and align various strategies
  • Define “sales and operations planning” processes and practices from inquiry to order to delivery aligned with stakeholder organization within Xylem
  • Provide strategic leadership for LMLF ABM program, aligning sales and marketing with focus on the highest value prospects and accounts, and delivering on sales and revenue goals and marketing contribution to sales
  • Lead the daily operations of the LMLF ABM program, including account selection, account planning governance, appropriate leverage of ABM and digital marketing technology, measurement, and budget approvals
  • Provide strategic leadership for LMLF ABM program, aligning sales and marketing with focus on the highest value prospects and accounts, and delivering on sales and revenue goals and marketing contribution to sales
  • Lead the daily operations of the LMLF ABM program, including account selection, account planning governance, appropriate leverage of ABM and digital marketing technology, measurement, and budget approvals
  • Provide strategic leadership for LMLF ABM program, aligning sales and marketing with focus on the highest value prospects and accounts, and delivering on sales and revenue goals and marketing contribution to sales
  • Lead the daily operations of the LMLF ABM program, including account selection, account planning governance, appropriate leverage of ABM and digital marketing technology, measurement, and budget approvals
  • Provide strategic leadership for LMLF ABM program, aligning sales and marketing with focus on the highest value prospects and accounts, and delivering on sales and revenue goals and marketing contribution to sales
  • Lead the daily operations of the LMLF ABM program, including account selection, account planning governance, appropriate leverage of ABM and digital marketing technology, measurement, and budget approvals
  • Provide strategic leadership for LMLF ABM program, aligning sales and marketing with focus on the highest value prospects and accounts, and delivering on sales and revenue goals and marketing contribution to sales
  • Develop Commercial Models for Delivering Solutions
  • Develop a variety of commercial models for delivering solutions, including outcome-based pricing, gain-sharing, and programmatic / recurrent subscription pricing
  • Develop pricing tools and models for use to price client programs
  • Work with procurement advisor to develop standard approaches to accelerate procurement

Develop and Train

  • Develop training materials and program to equip Solution Architects with the ability to understand client needs, Xylem solutions, and Xylem Vue selling approach
  • Act as trainer, mentor, coach for Solution Architects to equip them to achieve sales targets
  • Provide strategic leadership for LMLF ABM program, aligning sales and marketing with focus on the highest value prospects and accounts, and delivering on sales and revenue goals and marketing contribution to sales
  • Lead the daily operations of the LMLF ABM program, including account selection, account planning governance, appropriate leverage of ABM and digital marketing technology, measurement, and budget approvals
  • Provide strategic leadership for LMLF ABM program, aligning sales and marketing with focus on the highest value prospects and accounts, and delivering on sales and revenue goals and marketing contribution to sales
  • Lead the daily operations of the LMLF ABM program, including account selection, account planning governance, appropriate leverage of ABM and digital marketing technology, measurement, and budget approvals
  • Provide strategic leadership for LMLF ABM program, aligning sales and marketing with focus on the highest value prospects and accounts, and delivering on sales and revenue goals and marketing contribution to sales
  • Lead the daily operations of the LMLF ABM program, including account selection, account planning governance, appropriate leverage of ABM and digital marketing technology, measurement, and budget approvals
  • Provide strategic leadership for LMLF ABM program, aligning sales and marketing with focus on the highest value prospects and accounts, and delivering on sales and revenue goals and marketing contribution to sales
  • Lead the daily operations of the LMLF ABM program, including account selection, account planning governance, appropriate leverage of ABM and digital marketing technology, measurement, and budget approvals
  • Provide strategic leadership for LMLF ABM program, aligning sales and marketing with focus on the highest value prospects and accounts, and delivering on sales and revenue goals and marketing contribution to salesStay StaDrive Growth and Share Gain in the Segment
  • Spend time with clients opening up new opportunities and listening to voice of client
  • Monitor competitor solutions and strategies to ensure Xylem Vue solutions remain differentiated
  • Act as industry thought leader, obtaining industry engagement and speaking opportunities to raise Xylem Vue’s profile

Key Competencies:

  • Deep experience and knowledge on water treatment and distribution systems and processes
  • Experience with outcome-based / performance-based contracts
  • Preferred strong knowledge of non-revenue water reduction technologies and processes
  • Consultative selling
  • People development and Training
  • Financial and Business model acumen
  • Customer and Market Intelligence
  • Influence
  • Market and Product Innovation
  • Market Strategy and Planning
  • Sales Enablement and Execution
  • Data driven
  • Cross Company Collaboration

Key Relationships:

  • External:  Influential customers and other relevant value chain players (consultants, contractors, etc), strategic advisors to the business, EPA and other gov’t entities, trade associations and participation in industry events 
  • Internal: Xylem Vue business team, product management/marketing/sales leaders across the company ensuring full Xylem offer is presented/communicated and delivered for customers, digital marketing execution teams.

Qualifications: Education, Experience, Skills, Abilities, License/Certification:

Required Qualifications:

  • Bachelor’s degree in Business or related field; MBA or master’s degree in related area preferred.
  • 5-10+ years of related industry experience required.
  • 5-10+ years of marketing experience required.
  • Knowledge of the company’s industry and specific product knowledge preferred.
  • Understanding of digital solution offerings, customer value creation, development of varied business models
  • Previous budget responsibility preferred.
  • Understanding and proficiency in Microsoft skills (Word, Excel, and PowerPoint), Marketo, Salesforce.com, Digital Asset Management platforms, Workfront marketing workflow management.  
  • Clear working knowledge of effective communications channels required and proficiency in digital marketing.

Why Work at Xylem!

We offer you a creative and international environment where you get the opportunity to focus on your personal and professional development together with committed and helpful colleagues. Engage as a volunteer through Xylem´s business program for community initiatives Xylem Watermark: www.xylemwatermark.com.

Additional Information:

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.

  • Office based position
  • Standard weekly job hours: 40
  • Travel requirement: 30-50%

Xylem is an Equal Opportunity Employer. Employment decisions are made without regard to race, color, religion, national or ethnic origin, sex, sexual orientation, gender identity or expression, age, disability, protected veteran status or other characteristics protected by law.