Job Description
Position Overview
The Strategic Account Manager is responsible for driving revenue growth, expanding key relationships, and managing a portfolio of strategic accounts within the utility and critical infrastructure sector.
This role focuses on delivering surge protection, RF protection, and power quality solutions that protect mission-critical systems from lightning, transients, and electrical disturbances across power, data, and communication networks.
The ideal candidate will operate as a trusted advisor, helping customers design and deploy solutions that ensure system uptime, signal integrity, and infrastructure reliability in transmission, distribution, substation, and utility communications environments.
Key Responsibilities
Own and grow strategic relationships across:
Electric utilities (IOUs, co-ops, municipals)
EPC firms and engineering partners
Communications and grid infrastructure teams
Drive revenue by identifying and closing opportunities across:
Surge protection systems (AC, DC, and data line)
RF surge protection for antenna and wireless systems
Power distribution and protection cabinets
EMI/EMC and power quality solutions
Position solutions that protect:
Substation equipment
SCADA and control systems
Utility communication networks (fiber, wireless, RF)
Field-deployed and mission-critical electronics
Lead complex, consultative sales cycles including:
Technical discovery and requirements gathering
Solution positioning and value articulation (uptime, risk reduction)
Pricing strategy and contract negotiation
Partner cross-functionally with:
Engineering and product teams (for solution design)
Operations and supply chain
Executive leadership
Collaborate with OEM partners to deliver integrated solutions across:
Power infrastructure
Communications and RF systems
Develop account plans, pipeline forecasts, and execute against revenue targets
Stay current on industry trends, including:
Grid modernization and smart grid
Utility communications (RF, fiber, SCADA)
Lightning protection and grounding strategies
Infrastructure reliability and resilience
This role sits remotely in Houston, TX and pays between $125-145K with uncapped commission.
We are a company committed to creating diverse and inclusive environments where people can bring their full, authentic selves to work every day. We are an equal opportunity/affirmative action employer that believes everyone matters. Qualified candidates will receive consideration for employment regardless of their race, color, ethnicity, religion, sex (including pregnancy), sexual orientation, gender identity and expression, marital status, national origin, ancestry, genetic factors, age, disability, protected veteran status, military or uniformed service member status, or any other status or characteristic protected by applicable laws, regulations, and ordinances. If you need assistance and/or a reasonable accommodation due to a disability during the application or recruiting process, please send a request to HR@insightglobal.com.To learn more about how we collect, keep, and process your private information, please review Insight Global's Workforce Privacy Policy: https://insightglobal.com/workforce-privacy-policy/.
Required Skills & Experience
Required Skills & Experience
5–10+ years of experience in strategic or enterprise technical sales
Ability to travel 50-75% of the time
An existing rolodex of clients in the Utility industry
Proven experience selling into:
Utilities, energy, telecom, or critical infrastructure markets
Experience selling engineered or technical solutions such as:
Surge protection devices (SPD)
RF / coaxial / communication system components
Power distribution or electrical infrastructure equipment
Demonstrated success managing:
Large, complex accounts
Long-cycle, consultative sales processes
Strong understanding of:
Utility infrastructure environments (substations, control systems)
Communication systems (RF, wireless, fiber)
How downtime, surge events, and power disturbances impact operations
Ability to engage and influence:
Engineers (electrical, RF, systems)
Operations teams
Procurement and executive stakeholders
Nice to Have Skills & Experience
Preferred Qualifications
Experience with:
RF / antenna / wireless infrastructure
Surge protection and power quality solutions
Familiarity with:
SCADA, telemetry, and utility communications
EMI/EMC and lightning protection principles
Grounding and electrical protection strategies
Background selling into:
Utilities, oil & gas, transportation, or industrial automation
Benefit packages for this role will start on the 1st day of employment and include medical, dental, and vision insurance, as well as HSA, FSA, and DCFSA account options, and 401k retirement account access with employer matching. Employees in this role are also entitled to paid sick leave and/or other paid time off as provided by applicable law.