Account Executive

1 month ago

Winnipeg, Canada AEM-FTS Full time

Description:
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 (AE) will play a key role in driving revenue growth through strategic partnerships and client management within AEM’s comprehensive solution set, including lightning detection systems, weather and hydrological sensing networks, early warning systems, risk management, and resiliency solutions. The primary focus will be on cultivating relationships with national, provincial, and local government agencies responsible for weather, climate, disaster risk, or water management across Central and Eastern Canada.

This position will report directly to the Director of North American Public Sector Sales and will be responsible for defining, executing, and achieving quarterly and annual sales targets within the assigned territory.

**Responsibilities**:

- ** Strategic Account Management**: Lead the development of a comprehensive territory plan by collaborating with the go-to-market (GTM) team, including market, sales, marketing, channel, sales engineering, and product experts.
- ** Opportunity Identification**: Identify and qualify new opportunities in target market segments by assessing solution fit, budget availability, decision-making processes, and timeline to close.
- ** Client & Partner Relationships**: Build and sustain relationships with key decision-makers, partners, and influencers within government agencies to promote AEM's solutions and achieve long-term business success.
- ** Sales Leadership**: Drive high-level discussions on solution architecture, product portfolios, implementation strategies, and overall program management to position AEM as a trusted advisor.
- ** Market Intelligence**: Stay informed on regulatory changes, funding opportunities, competitive landscape, and evolving technology trends to fine-tune AEM’s market offerings.
- ** Bid Management**: Oversee bid development and ensure all customer requirements are met within bid deadlines by collaborating with internal teams on proposal preparation, pricing, and contract negotiation.
- ** Revenue Generation**: Manage and grow a portfolio of accounts, ensuring timely revenue generation, contract renewals, and expansion opportunities.
- ** Customer Success**: Maintain oversight of customer satisfaction by collaborating with operations and service teams, ensuring ongoing account health and growth.
- ** Negotiation & Contracts**: Lead contract negotiations, secure necessary approvals for complex terms, and execute agreements that drive mutual benefit for both AEM and the client.
- ** Thought Leadership**: Represent AEM at industry conferences and events, showcasing expertise and thought leadership in environmental monitoring and intelligence solutions.

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**:

- **
Experience**: 7+ years of experience in enterprise sales, business development, or account management, with a proven track record of achieving growth objectives within the public sector or similar industries.
- ** Domain Expertise**: Strong knowledge of weather, hydrology, or environmental monitoring solutions, with a deep understanding of government procurement processes and funding mechanisms.
- ** Education**: A bachelor’s degree in engineering, meteorology, hydrology, environmental science, business, or a related field. A master’s degree is a plus.
- ** Sales Acumen**: Demonstrated success in selling complex technology solutions with a consultative, solutions-oriented approach.
- ** Leadership**: Proven experience managing large accounts, developing strategic relationships, and leading multi-stakeholder negotiations.
- ** Fluency in French** is a strong plus.
- ** Technical Aptitude**: Experience with Salesforce and Microsoft Office Suite (Word, Excel, PowerPoint), with a focus on data-driven decision-making and CRM management.
- ** Judgment & Decision Making**: Strong business acumen with the ability to evaluate options, assess risks, and make informed decisions that align with AEM’s strategic goals.
- ** Collaboration & Communication**: Ability to collaborate across departments in a matrixed organization and communicate effectively with both technical and non-technical stakeholders.
- ** Travel**: Ability to travel a

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