AEM (Advanced Environmental Monitoring) is the global leader in helping governments, communities, and businesses improve resiliency to escalating weather, wildfire, flood, and natural hazard and resource risks. We aim to be the world's essential source for environmental insights - enabling decisive action and positive outcomes for our customers and their constituents. Our family of innovators offers world-class hydrometeorological technologies and services, including sensors, dataloggers, telemetry, and advanced analytics and end-to-end decision optimization software. Our technology and services empower the communities and organizations to survive - and thrive - in the face of escalating environmental risks.
The Account Executive's (AE) primary responsibility is to drive growth through new and existing clients and partners for AEM's solutions, including lightning detection systems, weather and hydrological sensing networks, early warning, risk management, and resiliency solutions within the assigned territory. Typical customers are national, state & local agencies responsible for weather, climate, disaster risk or water management.
The ideal candidate is a self-motivated hunter with well-developed proven sales and business acumen and performance, and extensive knowledge of public sector sales and business practices. They will possess a relentless drive to identify and develop new prospects and grow existing customer and partner business through innovative approaches, creative solutions, and overcoming objections.
The position will report to the Director of North American Public Sector Sales to define and follow-through with quarterly and annual goals and quotas within the assigned territory.
Job Responsibilities:
Collaborate with the go-to-market (GTM) team comprised of market, sales, marketing, channel, sales engineering, and product experts to develop and execute an overall territory plan, including target market segments, opportunities, industries, clients, and partners within the assigned territory.
Identify and qualify new customers/partners within target market segments, including solution-capability fit, financials/budget available, capabilities and expertise, decision process, criteria, and timeline, to name a few.
Develop new opportunities through quarterly territory and account planning and sustain and grow existing programs through account management and networking within target accounts.??
Build strong business relationships with key customer and partner personnel to understand pain points and requirements and advocate for AEM solutions, and facilitate grant writing and funding where necessary.
Build strong business relationships with key customer and partner personnel to nderstand pain points and requirements and advocate for AEM solutions, and facilitate grant writing and funding where necessary.
Promote AEM's fully solution set, spanning solution design and architecture, product portfolio and solutions, implementation, and managed services, enabling partners, and overall program management & execution.
Stay informed and keep GTM team apprised on new and evolving regulatory, funding, technologies, competitors, and requirements within target market segments to fine tune AEM's overall market offerings and positioning.
Coordinate with AEM operations personnel to ensure customer satisfaction and account health.
Oversee all activities to comply with bid requirements and deadlines, partnering with sales engineering to coordinate with internal resources on proposal/quote development, approvals, and submission.
Track and manage all sales and lead generation activities, forecasts, customer, and partner information, ensuring timely hygiene and capture of all details in Salesforce.
Collaborate with leaders to formulate overall deal construct, negotiate, and execute contracts on a regular basis, securing approvals for non-standard contractual and payment terms as needed with internal AEM stakeholders.
Manage customer and partner accounts within territory to ensure timely revenue generation and collections.
Educate and enable customers and partners on the value of AEM solutions.
Represent AEM at regional conferences and events as needed.
Comply with all corporate policies and procedures in performing all job responsibilities.
This job description may not be inclusive of all assigned duties, responsibilities, or aspects of the job described, and may be amended at any time at the sole discretion of the Employer.
Requirements
7+ years of sales experience with focus on US state and local government with a proven record of accomplishment achieving growth objectives.
Knowledge or experience in public sector sales, procurement, and contracting in the US.
Experience successfully selling hydrology, weather and climate resiliency products and services to US state and local government agencies.
Understands account and territory planning, pipeline development and progression through to sales bookings.
BS degree in engineering, meteorology, hydrology, or environmental science, business or related field or equivalent experience/training
Strong Salesforce and Microsoft Office skills: Word, Excel, Outlook, PowerPoint.
Excellent written and presentation communications skills
Experience selling complex technology and solutions, including some technical expertise a plus.
Record of demonstrating sound business judgement, evaluating alternatives, and making recommendations that were adopted and ultimately successful.
Experience managing multiple complex pursuits and delivering under tight deadlines and resource constraints.
Work and collaborate effectively across cross-department groups in a matrix organization.
A valid driver's license plus clean driving record required.
Availability to travel as required (approximately 25% to 50% of the time).
Performance Measures:
Annual and Quarterly Sales Bookings, Territory and Account Plan attainment
Pipeline cover
Additional Information:
This is a remote opportunity that will be performed in the Western United States.
Must be eligible to work in the U.S. without company sponsorship, now or in the future, for employment-based work authorization. F-1 visa holders with Optional Practical Training (OPT) who will require H-1B status, TNs, or current H-1B visa holders will not be considered. H1-B and green card sponsorship is not available for this position.
US Benefits include: Medical, Dental, Vision, Life Insurance, Short-Term & Long-Term Disability & 401k match of up to 3%.
US Compensation Range: A reasonable estimate of the current salary range for this position is $70,000 to $90,000 per year, plus commission and bonus. Please note that the salary information is a general guideline only. AEM considers a wide range of factors such as (but not limited to) scope and responsibilities of the position, candidate's work experience, education, licensure and certifications, key skills as well as other market and business considerations when extending an offer. The disclosed range estimate has not been adjusted for the applicable geographic differential associated with the location at which the position may be filled.
