Business Development Lead - US Federal Government
Earth Networks

Job Info

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Job Type

Full-time

Description

(Advanced Environmental Monitoring) is the global leader in innovative mission critical weather and water monitoring and intelligence solutions. Their family of innovators offers world-class hydrometeorological technologies and services, including sensors, dataloggers, telemetry, and advanced analytics and software. Their technology and services enable the agencies they serve to be more resilient, to protect communities and infrastructure, and to respond to the climate challenge.

The Business Development Lead for US Federal Government will be responsible for key accounts and large deals in the assigned territory. This position will own and be accountable for the business development and sales management process including - identifying strategic opportunities, responding to RFP's, closing contracts, and facilitating programmatic upgrades and renewals. The individual will also be responsible for coordinating advocacy activities across all federal market areas to drive top-down funding an awareness of AEM capabilities. In addition, they will be required to coordinate with inside Sales Development Resources, outside Territory Sales Representatives, and Sales Engineering resources to build and manage a pipeline of business for the territory and across the company's federal verticals.

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 federal agency long-term strategy and translate these needs into business solutions. The ideal candidate will be able to conduct virtual, telephonic, and in-person meetings in a fast-paced environment and deliver results.

Job Responsibilities:

• Proactively seek new strategic client acquisition opportunities across the federal government, particularly with agencies that leverage or could take advantage of hydro-meteorological solutions
• Understand, inform, and participate in federal agency life-cycle management programs as they relate to AEM products and solutions
• Work with collaborators, partners, contractors, and advocacy team to develop comprehensive responses and programmatic white papers for complex and targeted opportunities
• Develop new and maintain existing relationships with agency contacts in order to upsell existing client base with product enhancements, extensions, and higher value services
• Respond to inquiries from prospects to define needs and recommend solutions
• Research accounts and identify all stakeholders for account and call planning purposes
• Map, navigate, and understand prospects' informal and formal decision criteria for requirements and budget
• Be able to evaluate complex requirements in coordination with Sales Engineering and Product Management to develop and evaluate options for meeting customer needs
• Meet and exceed sales goals
• Become well-versed with all software, hardware, and data products and solutions offered by AEM
• Work collaboratively with Inside Sales, Territory Sales, Sales Engineering, and Field Service resources
• Provide timely and accurate sales forecasts and reports to management
• Manage sales pipeline using Salesforce.com and Outreach
• Prepare detailed presentations and proposals
• Be well informed and communicative about current industry trends
• Able to juggle priorities and be responsive to clients and management alike

Requirements

• Bachelor's degree, or a relevant combination of education and experience
• At least 5 years recent, related experience successfully selling technology or environmental products and services to state and local government agencies in the US
• Experience in Hydro-Meteorological markets a plus
• Must have a valid driver's license, plus good driving record
• Available to travel as required
• Understanding of CRM systems, specifically SalesForce
• Strong business knowledge of industry, products, software, services, and markets
• High technology aptitude
• Excellent written and oral communications skills, including attention to detail when communicating and demonstrated experience conducting presentations
• Ability to solve problems, negotiate positively, generate referral business, and persuade others
• Ability to travel approximately 30% of the time

Additional Information:

• This is a remote opportunity that can be done from anywhere in the continental United States.
• 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.

AEM & Earth Networks are Equal Opportunity Employers.

#ENAEM

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