Account Executive - Industrial & Manufacturing
Remote
Job Summary
Drive growth through new and existing clients and partners for AEM's lightning detection, weather sensing, and risk management solutions within the assigned territory. Collaborate with the go-to-market team to execute territory plans, identify and qualify prospects, and build relationships with key personnel to advocate for AEM's full solution set. Coordinate with sales engineering on proposal development, negotiate contracts, and manage accounts to ensure timely revenue generation and collections. Track all sales activities and forecasts in Salesforce while staying informed on regulatory changes and competitor dynamics. Represent the company at regional conferences as needed.
Required Qualifications
- self-motivated hunter
- well-developed proven sales and business acumen
- performance
- extensive knowledge of enterprise sales and business practices
- relentless drive to identify and develop new prospects
- grow existing customer and partner business
- innovative approaches
- creative solutions
- overcoming objections
- define and follow-through with quarterly and annual goals and quotas within the assigned territory
- 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
- Build strong business relationships with key customer and partner personnel to understand pain points and requirements and advocate for AEM solutions
- Promote AEM's full 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
- 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
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