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Core Competencies
Role fitCore Competencies
Use this summary to align your resume positioning with the role.
Demonstrates expertise in managing public-sector accounts and driving sales growth through effective pipeline management, customer engagement, and strategic account planning. Proficient in consultative sales cycles and maintaining accurate CRM records to support revenue targets.
Highest-signal resume keywords
B2B Sales ExperienceAccount ManagementSalesforce ProficiencyPublic-Sector SalesConsultative Sales Cycle Management
ATS Keywords
Tailor your resumeApplicant Tracking System Keywords
Tip: use these terms in your resume and cover letter to boost ATS matches.
Hard Skills
Sales ForecastingPipeline DevelopmentAccount PlanningRevenue Target AchievementProposal Development
Soft Skills
Collaboration SkillsNegotiation SkillsCustomer Engagement
Tools & Technologies
Salesforce
Industry Keywords
Public SafetyEnvironmental MonitoringWater ResourcesEmergency ManagementInfrastructure
Tech Stack
Tools & technologiesAEM
About the role
Key responsibilities & impact- Own a defined portfolio of Pacific West public-sector accounts and deliver against an annual bookings target
- Manage pipeline, forecasts, customer engagement, proposals, negotiations, closings, and ongoing account growth
- Retain and expand existing customers through renewals, upgrades, network expansion, software and recurring-revenue adoption, cross-sell, and additional departmental, application, and site penetration
- Prospect and develop net-new state and local government customers across California, Oregon, Washington, Nevada, and Arizona
- Identify and pursue opportunities across water resources, flood monitoring, emergency management, environmental monitoring, public works, transportation, public safety, weather monitoring, and outdoor alerting
- Build account plans for priority growth accounts and structured prospecting plans for whitespace markets
- Develop pipeline across California and increase AEM penetration in Oregon, Washington, Nevada, and Arizona
- Drive migrations, upgrades, renewals, and adoption of AEM software and recurring-revenue offerings, including E360
- Partner with the Pacific West Account Executive on regional strategy and strategically significant pursuits
- Collaborate with Strategic Market Development, Marketing, Product, Sales Engineering, Services, and Segment Leadership
- Maintain accurate Salesforce records, opportunity stages, close dates, next steps, forecasts, account plans, and customer activity
- Follow established forecast, pipeline, and territory-management cadences
- Travel throughout the Pacific West region for customer meetings, field engagement, conferences, and strategic account development
Requirements
What you’ll need- 7+ years of B2B or public-sector sales, account management, or business development experience
- Environmental monitoring, water, weather, infrastructure, public safety, or adjacent technology experience preferred
- Demonstrated success owning a sales territory or account portfolio and delivering against bookings or revenue targets
- Proven ability to balance existing-account retention and expansion with disciplined net-new business development
- Experience managing consultative sales cycles involving multiple stakeholders, technical solutions, proposals, and public procurement processes
- Ability to identify whitespace, develop account plans, create qualified pipeline, and convert opportunities into revenue
- Strong collaboration skills and comfort operating in a paired AE/AM model with clearly defined account ownership
- Strong CRM and forecasting discipline; Salesforce experience preferred
- Bachelor’s degree or equivalent relevant commercial experience
- Willingness to travel regularly throughout the Pacific West region
- Approximately 60% travel may be required depending on business needs
- 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 OPT who will require H-1B status, TNs, or current H-1B visa holders will not be considered
- H-1B and green card sponsorship is not available
Benefits
Comp & perks- Medical insurance
- Dental insurance
- Vision insurance
- Life insurance
- Short-term disability insurance
- Long-term disability insurance
- 401(k) match of up to 3%
- Commission