Account Executive - Federal Weather Programs (D.c.)

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, Federal Weather Programs is responsible for leading the business development and pursuit strategy and growth of the AEM portfolio in Federal Weather Programs. They will report to the Director of Sector Sales and collaborate with sales, market sector, product, and program leadership to identify, target, and pursue key Weather Programs through direct sales and partnerships. They will possess a deep understanding of Federal government budget and procurement processes, contract administration, target agency and program needs, and the overall ecosystem of competition, technology, and solutions. This position will own and be accountable for the business development and sales management process – from identifying new opportunity development, to RFP responses, and to contract closing. They will be an AEM thought leader and evangelist, leading advocacy efforts at the highest levels of the government and participating in industry events.

A successful candidate is a self-starting team player, a curious problem solver and seeker, who uses a planned, consultative key account methodology to deeply understand the agency’s long-term strategy and translate these needs into solutions. The ideal candidate will be able to conduct virtual, telephonic, and in-person meetings in a fast-paced environment to deliver results.

Job Responsibilities:

• Build the Federal Weather program by developing new opportunities and sustain existing programs through advocacy and networking within target agencies.
• Conduct high-level conversations with senior agency leaders in target agencies and coordinate detailed discussions with technical field staff.
• Analyze prospective opportunities from a risk/reward perspective and guide qualification and go/no-go decisions based on financial assessment, prospective teaming partners, advocacy, competitive positioning, strategic fit, and associated program risks.
• Collaborate with leadership to define and execute the top-down and bottoms-up approaches to direct Federal appropriations to State & Local agency programs
• Build strong relationships and interact regularly with strategic clients, teaming partners, industry groups and stakeholders within Federal Weather
• Continuously interact with clients/partners and project delivery personnel to ensure any service issues are identified and addressed in a proactive manner.
• Map, navigate, and understand prospects’ informal and formal decision criteria, budget process and decision makers.
• Meet and exceed sales goals, while providing timely and accurate sales forecasts and reports to management.
• Manage client information, activities, and opportunity pipeline and stages using Salesforce.
• Excellent written and oral communications skills, including attention to detail when communicating and demonstrated experience preparing and delivering proposals and presentations.

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.

• Minimum of BA/BS in Meteorology or related field.
• 7+ years of technology sales experience with focus on US Federal governmental agencies.
• Demonstrated understanding of Federal government budget and procurement processes and contract administration
• Strong negotiation skills with complex solutions and sophisticated buyers
• Must have a valid driver's license, plus good driving record.
• Available to travel as required.

Preferred Experience:

• Experience successfully selling weather and climate resiliency products and services to US Federal government agencies in the US
• Understands account and program planning, pipeline development and progression through to sales bookings.

Performance Measures:

• Annual and Quarterly Sales Bookings attainment
• Pipeline cover

Additional Information:

• This is a remote opportunity that will be performed around the Washington D.C. metro area.
• Must be eligible to work in the U.S. 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.

US Benefits include: Medical, Dental, Vision, Life Insurance, Short-Term & Long-Term Disability & 401k match of up to 3%.

Compensation Range: $100,000 - $120,000 USD/year + commission

AEM is an Equal Opportunity Employer.