About Our Company
Aquatic Informatics is a mission-driven software company that organizes the world’s water data to make it accessible and useful. We provide software solutions that address critical water data management, analytics, and compliance challenges for the rapidly growing water industry. Water monitoring agencies worldwide trust us to acquire, process, model, and publish water information in real time. We offer a full range of solutions, from standalone software packages for individual users, hosted software services, and enterprise-wide national systems. We serve over 1,000 municipal, federal, state/provincial, hydropower, mining, academic, and consulting organizations in over 60 countries that collect, manage, and process large volumes of water data.
Aquatic Informatics is headquartered in Vancouver, Canada and has offices in the US and Australia. We value independent thinking, initiative, teamwork, a relentless pursuit of quality, a playful spirit, and a sense of humour. We like smart people – IQ and EQ – who care about the environment and want to do good in the world.
If you want a meaningful role with a company that is making a real difference in one of the most important resources in the world: water, then join our energetic growing team. Help us revolutionize an industry!
You’re looking to do something meaningful and fulfilling with the enterprise software/SaaS sales skills you have developed over the years. You have an entrepreneurial spirit and enjoy helping customers overcome their complex challenges, particularly related to data management, information dissemination and decision support. Previous roles have left you feeling unchallenged and undercompensated, and have made you wonder if you’re actually making a difference. You are looking for a fulfilling career that rewards you for your efforts.
You’re a highly motivated Account Manager, with expertise in helping customers solve new use cases with the investment they have made in our enterprise software/SaaS solutions. You have consistently grown customer wallet share and have achieved or exceeded sales revenue targets. You have provided consultative, solutions-based information to customers.
You are a motivated, self-starter who is interested in a challenging, results driven position. You like working in smaller companies. You have a desire to join a fast growing, customer focused, company in the water space. You enjoy helping people, people like and trust you, and you thrive in a team environment.
About the Opportunity
The Account Manager will help Aquatic Informatics’ (AQI’s) customers continue to grow and expand their usage of AQUARIUS while simultaneously helping the company grow Annual Recurring Revenue (ARR). You will develop meaningful customer relationships focused on driving value to our accounts and measured by customer retention, revenue growth, and engagement with our products and services.
As the Account Manager you will serve an existing customer base who are providers of drinking water, usually municipal water and wastewater utilities located in North America. You will be based in our Denver, CO, USA office.
Principal accountabilities include:
+ Understand our customer’s business goals and objectives and how they relate to AQI’s products.
+ Develop and maintain a trusted advisor relationship with customers.
+ Notify and work with AQI stakeholders to resolve the following conditions or scenarios:
+ Post-sale challenges
+ Pricing/licensing issues
+ Product concerns
+ Service issues
+ Financial issues
+ Case studies, webinars and referrals
+ Application specific references
+ Customer innovation with AI’s products and solutions
+ Ensure customer satisfaction and be able to identify new opportunities to increase sales.
+ Identify requirements, uncover roadblocks and demonstrate account management capabilities to drive renewal to on-time closure.
+ Maintain accurate Customer Health Reports (CPRs) through scheduled calls, follow-up emails and updates in Salesforce.
+ Initiate and/or lead client resolution actions with other departments and ensure that when complete, there is a post-action and continuation of engagement.
+ Work with the implementation, training and support reps to coordinate an action plan when a customer expresses dissatisfaction.
+ Meet time deadlines and ensure success through resolution actions.
+ Liaise with and support post-implementation for new clients to ensure a successful onboarding, support structure and ongoing client success.
+ Build strong working relationships across departments supporting renewals.
+ Maintain consistent high-level technical knowledge of the product and version updates.
+ Actively work with clients to establish budgets for renewals when necessary.
+ Conduct loss interviews with customers in non-renew situations.
+ Conduct product demonstrations or platform overviews as part of educating customers.
+ Travel up to 30% of your time.
+ Bachelor’s Degree or equivalent education and experience.
+ At least 2-4 years’ experience in a Sales and/or Account Management position.
+ Proven work experience as an Account Manager, Strategic Account Manager or Key Account Manager.
+ Demonstrated problem-solving skills.
+ Demonstrated success meeting or exceeding sales retention/growth quotas.
+ Strong organizational skills and the ability to prioritize tasks.
+ Ability to handle multiple tasks in an efficient and professional manner.
+ Ability to craft business solutions to complex business problems.
+ Decision-making skills, and the ability to show sound judgment in decision making.
+ Excellent communication and interpersonal skills with an aptitude for building strong client relationships.
+ Strong attention to detail and organization.
+ Ability to effectively communicate and build rapport with a wide variety of personas such as business users, management, IT, and executive level.
+ Ability to effectively navigate objections and challenges toward a win-win outcome and renewal.
+ Availability to travel as needed.
Danaher Corporation and all Danaher Companies are equal opportunity employers that evaluate qualified applicants without regard to race, color, national origin, religion, sex, age, marital status, disability, veteran status, sexual orientation, gender identity, or other characteristics protected by law. The “EEO is the Law” poster is available here.