Sr. Account Manager

• Pacific West
  Description (Advanced Environmental Monitoring) is the global leader in innovative mission critical weather, wildfire and water monitoring and intelligence solutions. 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 software. Our technology and services empower the communities and organizations to survive
• and thrive
• in the face of escalating environmental risks. The Senior Account Manager
• Pacific West is a quota-carrying sales role responsible for growing AEM's State and Local Government business across California, Oregon, Washington, Nevada, and Arizona.

The role owns a defined portfolio of accounts and whitespace targets across the region and is accountable for bookings, customer retention, upgrades, cross-sell, net-new customer acquisition, and qualified pipeline development. This is a hunter-farmer role. The Senior Account Manager protects and expands AEM's installed base while actively developing new customers and applications across underpenetrated markets. The position works in close partnership with the Pacific West Account Executive, who owns a defined portfolio of strategic accounts and programs. Both sellers are expected to hunt, expand, upgrade, and close business within their assigned account portfolios. The role reports to the Director of North American Public Sector Sales and collaborates with Account Executives, Strategic Market Development, Segment Leadership, Product Management, Marketing, Sales Engineering, Services, and other go-to-market teams.

Job Responsibilities:

Account Ownership & Bookings:

Own a defined portfolio of Pacific West public-sector accounts and deliver against an annual bookings target. Maintain end-to-end commercial responsibility for assigned accounts, including pipeline, forecast, customer engagement, proposals, negotiation, close, and ongoing growth.

Installed-Base Growth:

Retain and expand existing AEM customers through renewals, upgrades, network expansion, software and recurring-revenue adoption, cross-sell, and penetration into additional departments, applications, and sites.

New Logo & Whitespace Development:

Prospect and develop net-new state and local government customers across the region, with particular emphasis on underpenetrated geographies and applications outside AEM's historical installed base.

Application Development:

Identify and pursue opportunities across water resources, flood monitoring, emergency management, environmental monitoring, public works, transportation, public safety, weather monitoring, outdoor alerting, and other relevant AEM applications.

Territory Development:

Build and account plans for priority growth accounts and structured prospecting plans for whitespace markets. Develop a strong pipeline across California while materially increasing AEM penetration in Oregon, Washington, Nevada, and Arizona.

Recurring Revenue & Digital Adoption:

Drive migrations, upgrades, renewals, and new adoption of AEM software and recurring-revenue offerings, including E360 and other applicable platforms and services.

AE Partnership:

Partner with the Pacific West Account Executive on regional strategy and strategically significant pursuits. Support AE-led accounts when requested and engage the AE on complex opportunities within Senior AM-owned accounts without changing underlying account ownership unless management directs otherwise.

Cross-Functional Collaboration:

Work closely with Strategic Market Development, Marketing, Product, Sales Engineering, Services, and Segment Leadership to activate sales plays, develop customer solutions, and new market opportunities.

Sales Operating Discipline:

Maintain accurate Salesforce records, opportunity stages, close dates, next steps, forecasts, account plans, and customer activity. Follow established forecast, pipeline, and territory-management cadences. 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 B2B or public-sector sales, account management, or business development experience; environmental monitoring, water, weather, infrastructure, public safety, or adjacent technology experience preferred.
• Demonstrated success owning a sales territory or account portfolio and delivering against bookings or revenue targets.
• Proven ability to balance existing-account retention and expansion with disciplined net-new business development.
• Experience managing consultative sales cycles involving multiple stakeholders, technical solutions, proposals, and public procurement processes.
• Ability to identify whitespace, develop account plans, create qualified pipeline, and opportunities into revenue.
• Strong collaboration skills and comfort operating in a paired AE/AM model with clearly defined account ownership.
• Strong CRM and forecasting discipline; Salesforce experience preferred.
• Bachelor's degree or equivalent relevant commercial experience.
• Willingness to travel regularly throughout the Pacific West region for customer meetings, field engagement, conferences, and strategic account development.

Approximately 60% travel may be required depending on business needs.

Target Customers:

• State agencies and statewide programs
• Counties and municipalities
• Water authorities, water resource agencie To view the full job description please use the link below.

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