Sr. Account Manager - Pacific West

AEM (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 execute 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 convert 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.