ApplyDescription
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 Account Executive on the Commercial team is responsible for growing the AEM energy utility and renewables business and market with large Investor-Owned Utilities, Co-ops, Solar and Wind companies, and others within the energy sector.
AEM solutions enable clients to improve worker and public safety, optimize operational decisions, and build resilience to wildfire, flood, and weather risks. This position will own and be accountable for the sales and account management process – from identifying opportunities to build a pipeline, and to contract closing. They will collaborate and orchestrate closely with market leaders, product, technical sales, channel, marketing, and other stakeholders to create value and ensure client success.The ideal candidate is a self-motivated hunter with well-developed proven sales and business acumen and performance, and extensive knowledge of Utility sales and business practices.
They will possess a relentless drive to identify and develop new prospects, grow existing customers, and partner businesses through innovative approaches, creative solutions, and overcoming objections.
Job Responsibilities:
- Generate business opportunities within the energy sector and target segments and clients to fuel AEM growth.
- Develop new accounts and/or generate new business from existing accounts.
- Pursue sales leads and visit customer sites within assigned territory and internal service level. Master and evangelize AEM and our best-in-class solutions and value propositions for agricultural operations.
- Respond to inquiries from prospects to define needs and recommend solutions
- Research accounts and identify all stakeholders for account and call planning purposes
- Develop territory and account plans to align resources and activities to grow market and client share, build pipeline, and achieve quotas.
- Map, navigate, and understand prospects’ informal and formal decision criteria, budget process and decision makers
- Identify complex problems and review related information with Sales Engineering & Field Services to evaluate options, develop & propose solutions
- Meet and exceed sales goals
- Provide timely and accurate sales forecasts and reports to management
- Manage and maintain sales pipeline, development activities, and opportunities using Salesforce.com
- Prepare detailed presentations and proposals
- Be well informed and communicative about current industry trends and share insights with the broader team to continually improve messaging and offerings.
- Able to juggle priorities and be responsive to clients and management alike
- Strong business knowledge of industry, products, software, services, and markets
- Possesses a large network of contacts with visible industry presence.
- Excellent written and oral communications skills, including attention to detail when communicating and demonstrated experience conducting presentations
- Ability to solve problems, negotiate positively, generate referral business, and persuade others
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
- BA/BS degree
- Minimum of 7 years of professional sales and business development experience
Preferred Experience:
- At least 5 years recent, related experience successfully selling Energy or Utility solutions to medium/large enterprise customers
- Demonstrated account and territory planning and execution, pipeline development and progression through to sales bookings and quota attainment
- Strong consultative and value-based sales
- Available to travel as required
- Strong network of contacts and active participation in the Energy industry
Performance Measures:
- Sales bookings quota attainment
- Pipeline cover
- Opportunities
- Market and client share in assigned territory
Additional Information:· This is a remote opportunity that can be done from anywhere in the continental United States and/or Canada· Must be eligible to work in the U.S. or Canada 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.Compensation Range: A reasonable estimate of the current salary range for this position is $70,000 - $90,000 CAD per year plus commission.
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.This position will accept applications on an ongoing basis and will be closed once the position is filled.AEM is an Equal Opportunity Employer.
