Business Development Manager - Australia

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. 

AEM is seeking a highly motivated and proven Business Development Manager (BDM) with experience in the hydrology space within Australia. The BDM’s primary responsibility is to drive growth through new and existing clients and partners for AEM’s solutions, including lightning detection systems, weather and hydrological sensing networks, early warning, risk management, and resiliency solutions within the assigned territory. Typical customers are national, state & local agencies responsible for weather, climate, disaster risk or water management, agricultural producers, and heavy industries like aviation, transport, energy, and mining.

The ideal candidate is a self-motivated hunter with well-developed proven sales and business acumen and performance, and extensive knowledge of Australian public sector procurement practices. They will possess a relentless drive to identify and develop new prospects and grow existing customer and partner business through innovative approaches, creative solutions, and overcoming objections.

The position will report to the Director of International Sales and work directly with the Chief Commercial Officer (CCO) to define and follow-through with quarterly and annual goals and quotas within the assigned territory.

Job Responsibilities:

• Collaborate with the go-to-market (GTM) team comprised of market, sales, marketing, channel, sales engineering, and product experts to develop and execute an overall territory plan, including target market segments, opportunities, industries, clients, and partners within the assigned territory.
• Identify and qualify new customers/partners within target market segments, including solution-capability fit, financials/budget available, capabilities and expertise, decision process, criteria, and timeline, to name a few.
• Build strong business relationships with key customer and partner personnel to understand pain points and requirements and advocate for AEM solutions.
• Promote AEM’s fully solution set, spanning solution design and architecture, product portfolio and solutions, implementation, and managed services, enabling partners, and overall program management & execution.
• Stay informed and keep GTM team apprised on new and evolving regulatory, funding, technologies, competitors, and requirements within target market segments to fine tune AEM’s overall market offerings and positioning.
• Coordinate with AEM operations personnel to ensure customer satisfaction and account health.
• Oversee all activities to comply with bid requirements and deadlines, partnering with sales engineering to coordinate with internal resources on proposal/quote development, approvals, and submission.
• Track and manage all sales and lead generation activities, forecasts, customer, and partner information, ensuring timely hygiene and capture of all details in Salesforce.
• Formulate overall deal construct, negotiate, and execute contracts on a regular basis, securing approvals for non-standard contractual and payment terms, LC’s, performance bonds, shipping and customs requirements as needed with internal AEM stakeholders.
• Manage customer and partner accounts within territory to ensure timely revenue generation and collections.
• Educate and enable customers and partners on the value of AEM solutions.
• Represent AEM at regional conferences and events as needed.
• Comply with all corporate policies and procedures in performing all job responsibilities.

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.

• 5-7 years of enterprise sales or business development experience with a proven record of accomplishment.
• Minimum 3+ years managing customers and partners in Australia
• 3-5 years experience selling weather or hydrology decision support solutions and applications in public (i.e., weather, water, or disaster management agencies) or private sector (i.e., aviation, energy, mining industries)
• Proven record of sales accomplishment achieving growth objectives.
• BS degree in engineering, meteorology, hydrology, or environmental science, business or related field or equivalent experience/training
• Strong Salesforce and Microsoft Office skills: Word, Excel, Outlook, PowerPoint.
• Excellent written and presentation communications skills
• Experience selling complex technology and solutions, including some technical expertise a plus.
• Record of demonstrating sound business judgement, evaluating alternatives, and making recommendations that were adopted and ultimately successful.
• Experience managing multiple complex pursuits and delivering under tight deadlines and resource constraints.
• Work and collaborate effectively across cross-department groups in a matrix organization.

Additional Information:

Up to 50% travel required, with 10% being international. 

Must be eligible to work in Australia 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 considers a wide range of factors such as (but not limited to) scope and responsibilities of the position, candidate's work experience, education, licensure and certifications, key skills as well as other market and business considerations when determining compensation and extending an offer. 

This position is eligible for commission pay. 

This position will accept applications on an ongoing basis and will be closed once the position is filled.

AEM is an Equal Opportunity Employer.