Sr. Account Manager - Pacific West

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.