Senior Territory Account Manager

Description

Organizational Overview

AEM, headquartered in San Diego, California, is a portfolio company of Industrial Growth Partners (IGP), a private equity firm focused exclusively on middle-market industrial manufacturing and niche services businesses. Through its industry leading brands, AEM, Renaissance Electronics, and Central Semiconductor, AEM serves niche applications across a diverse array of attractive markets including satellite, aerospace, defense, industrial, medical, EV/Battery, and telecom.

Position Summary

The Sr. Territory Account Manager owns a defined portfolio of non-strategic customer accounts and is responsible for growing pipeline and bookings across all supported OpCos. The role focuses on uncovering new business opportunities, driving new product adoption, securing design-ins on new programs, and winning new logos within the assigned territory. Territory Account Managers manage all leads in their territory from first touch through opportunity closure, working in our sales tech stack to ensure every qualified lead and opportunity is followed up with urgency and converted to closed-won.

Essential Duties & Responsibilities

• Own a portfolio of non-strategic small and medium sized business accounts across supported OpCos and grow revenue within that territory.
• Manage all leads in the territory from first touch through opportunity closure in Salesforce and Salesloft, ensuring every qualified lead is worked to a clear outcome.
• Build and execute territory growth plans focused on cross selling new products, winning placement on new programs, and landing new logos.
• Identify and build relationships with key decision makers in engineering, applications, supply chain, and purchasing to secure design ins and preferred vendor positioning for AEM.
• Keep all sales tech stack data (leads, contacts, accounts, opportunities, and pipeline) accurate and up to date and provide reliable territory forecasts.
• Partner with internal teams, including engineering, operations, and customer service, to meet customer requirements, resolve issues, and support account growth plans.
• Mentor Inside Sales Representatives on running effective discovery calls for incoming RFQs and cross selling at every customer touchpoint.
  
  

Benefits Of Working With Our Team

• Full-time, exempt position
• Remote role
• Competitive pay based on knowledge, skills, and relevant experience
• Benefits for eligible employees include medical, dental, vision, life insurance, and 401(k) with company match
  
  

AEM is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to race, religion, color, national origin, gender, gender identity, sexual orientation, age, status as a protected veteran, among other things, or status as a qualified individual with disability.

Requirements

Minimum Qualifications:

• Bachelor’s degree or equivalent experience
• 6 years of sales experience (account management, inside sales, or business development)
  
  

Technical, Professional, Company Policies & Practices

• Knowledge of electronic components and a basic understanding of the engineering design process.
• Working knowledge of circuit protection components and how they are applied in customer designs.
• Familiarity with AEM’s core markets, particularly Aerospace & Defense and Industrial, with the ability to learn customer applications quickly.
• Understanding of distribution and manufacturers’ representative channels and how to work with them to support account growth.
• Ability to use AEM’s commercial systems and tools effectively, including Salesforce, Salesloft, ZoomInfo, reporting dashboards, and standard operating procedures.
  
  

Managerial Or Supervisory Skills

• Highly organized, self-motivated, and a strong planner; able to work effectively with and without support staff.
• Able to influence and coordinate people who do not report directly to them, including Inside Sales, Customer Service, operations, engineering, and external reps or distributors.
• Experience working across multiple customer and sales channels, including direct customers, manufacturer representatives, and distribution partners.
• Strong territory and account management skills with the ability to communicate clearly and effectively in both verbal and written form.
  
  

Skills Dealing With Other People

• Persuasive and effective communicator with strong verbal and written skills.
• Comfortable presenting to engineers, program managers, senior leadership, and commercial teams.
• Able to explain technical concepts clearly to both highly technical stakeholders and non-technical audiences.
• Strong listening skills, patience, and emotional awareness; able to read situations and adjust approach.
• Confident, professional, and approachable “can do” attitude that builds trust with customers and colleagues.
  
  

Other

• Analytical problem solver with strong negotiation skills, a positive attitude, and the ability to maintain composure and confidence.
• Willing to adjust work hours as needed to support key customers and international communication across time zones.
• Able to travel periodically to customers and AEM sites (including San Diego) for meetings, reviews, and training as required.
  
  

Preferred Qualifications

• Background in Aerospace & Defense, electronics, or other closely related industrial markets.
• Hands-on experience with Salesforce, Salesloft, and ZoomInfo for day-to-day pipeline, lead management, and reporting.
• Formal sales training or certifications