Account Manager

• Collaborate with the go-to-market (GTM) team to develop and execute an effective territory plan.
• Lead the sales cycle from prospecting to closing by identifying new business opportunities, building relationships, and securing long-term partnerships.
• Identify, qualify, and prioritize new customers within target segments, evaluating solution-fit, financials, decision-making processes, and timing.
• Act as a trusted advisor, understanding customer pain points and advocating for AEM solutions with tailored recommendations.
• Respond to inbound leads and proactively nurture opportunities, maintaining a robust pipeline of qualified prospects.
• Support customer retention through annual renewals, upselling, and cross-selling.
• Provide strategic insights to the GTM team by sharing competitive intelligence, market trends, and evolving customer needs.
• Collaborate with operations teams to ensure seamless delivery and ongoing customer satisfaction.
• Ensure compliance with bid requirements by partnering with Sales Engineering and internal stakeholders to develop, review, and submit accurate proposals, quotes, and contractual documents.
• Track and manage sales activities and forecasts within Salesforce, ensuring timely updates to support pipeline management.
• Negotiate and structure deals, including managing contract terms and securing internal approvals for custom terms as needed.
• Educate customers on the value of AEM solutions to help them achieve business objectives and maximize ROI.
• Represent AEM at regional conferences, events, and industry forums to strengthen brand presence and cultivate new business opportunities.
• Ensure adherence to company standards and ethical practices in all activities.
• Report to the Director of Sales and work collaboratively to set and achieve quarterly and annual sales targets.