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Strategic Growth Manager

2 months ago

Germantown, Maryland, United States AEM Full time
Job Overview

Position Available for North America or Latin America

AEM (Advanced Environmental Monitoring) stands at the forefront of pioneering solutions in critical weather, wildfire, and water monitoring. Our mission is to provide indispensable environmental insights that empower decisive actions and favorable outcomes for our clients and their stakeholders. Our innovative team delivers exceptional hydrometeorological technologies and services, including sensors, data loggers, telemetry, and advanced analytics and software. Our offerings enable communities and organizations to not only survive but also flourish amidst increasing environmental challenges.

The primary role of the Business Development Manager (BDM) is to spearhead growth initiatives through both new and existing clients and partners for AEM's suite of solutions, which encompasses lightning detection systems, weather and hydrological sensing networks, early warning systems, risk management, and resilience solutions within the designated territory. Typical clientele includes national, state, and local agencies focused on weather, climate, disaster risk, or water management, as well as agricultural producers and major industries such as aviation, transportation, energy, and mining.

The ideal candidate is a proactive and driven professional with a proven track record in sales and business development, coupled with extensive familiarity with Latin American business dynamics. They will demonstrate an unwavering commitment to identifying and cultivating new prospects while enhancing existing customer and partner relationships through innovative strategies, creative solutions, and adept objection handling.

Key Responsibilities:

  • Collaborate with the go-to-market (GTM) team, which includes market, sales, marketing, channel, sales engineering, and product specialists, to formulate and implement a comprehensive territory strategy, targeting specific market segments, opportunities, industries, clients, and partners.
  • Identify and assess potential customers and partners within targeted market segments, considering solution compatibility, financial capacity, expertise, decision-making processes, criteria, and timelines.
  • Establish robust business relationships with key customer and partner personnel to comprehend their challenges and requirements, advocating for AEM's solutions.
  • Promote AEM's complete solution portfolio, which includes solution design and architecture, product offerings, implementation, managed services, and overall program management.
  • Remain informed about and communicate emerging regulatory, funding, technological, competitive, and requirement changes within target market segments to refine AEM's market offerings and positioning.
  • Coordinate with AEM operations teams to ensure customer satisfaction and account health.
  • Oversee compliance with bid requirements and deadlines, partnering with sales engineering to manage internal resources for proposal and quote development, approvals, and submissions.
  • Track and manage all sales and lead generation activities, forecasts, customer, and partner information, ensuring timely updates and accurate data capture in Salesforce.
  • Formulate deal structures, negotiate, and finalize contracts regularly, securing necessary approvals for non-standard contractual and payment terms, letters of credit, performance bonds, and shipping and customs requirements as needed.
  • Manage customer and partner accounts within the territory to ensure timely revenue generation and collections.
  • Educate and empower customers and partners regarding the value of AEM solutions.
  • Represent AEM at regional conferences and events as required.
  • Adhere to all corporate policies and procedures while executing job responsibilities.

Qualifications:

  • 5-7 years of experience in enterprise sales or business development with a proven record of success.
  • At least 3 years of experience managing customers and partners in Latin America.
  • Significant knowledge or experience in weather or hydrology decision support solutions and applications in both public (e.g., weather, water, or disaster management agencies) and private sectors (e.g., aviation, energy, mining industries).
  • Demonstrated success in achieving sales growth objectives.
  • Bachelor's degree in engineering, meteorology, hydrology, environmental science, business, or a related field, or equivalent experience/training.
  • Fluency in Spanish; proficiency in Brazilian Portuguese is a plus.
  • Strong skills in Salesforce and Microsoft Office Suite: Word, Excel, Outlook, PowerPoint.
  • Excellent written and verbal communication skills.
  • Experience in selling complex technology and solutions, with some technical expertise being advantageous.
  • Proven ability to exercise sound business judgment, evaluate alternatives, and make successful recommendations.
  • Experience managing multiple complex projects and delivering results under tight deadlines and resource constraints.
  • Ability to work collaboratively across cross-departmental teams in a matrix organization.

Additional Information:

This is a remote opportunity available from anywhere in North America or Latin America.

Eligibility to work in the U.S. or Canada without company sponsorship is required for candidates based in North America.

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

Compensation Range: The estimated salary range for this position is $90,000 - $100,000 per year, plus commission. AEM considers various factors such as position scope, candidate experience, education, certifications, key skills, and other market considerations when extending an offer.

AEM is an Equal Opportunity Employer.