Account Executive

Granicus

2d•$105,000 - $125,000•Remote

About The Position

Serving the People Who Serve the People Granicus is driven by the excitement of building, implementing, and maintaining technology that is transforming the Govtech industry by bringing governments and its constituents together. We are on a mission to support our customers with meeting the needs of their communities and implementing our technology in ways that are equitable and inclusive. Granicus has consistently appeared on the GovTech 100 list over the past 5 years and has been recognized as the best companies to work on BuiltIn. Over the last 25 years, we have served 5,500 federal, state, and local government agencies and more than 300 million citizen subscribers power an unmatched Subscriber Network that use our digital solutions to make the world a better place. With comprehensive cloud-based solutions for communications, government website design, meeting and agenda management software, records management, and digital services, Granicus empowers stronger relationships between government and residents across the U.S., U.K., Australia, New Zealand, and Canada. By simplifying interactions with residents, while disseminating critical information, Granicus brings governments closer to the people they serve—driving meaningful change for communities around the globe. Want to know more? See more of what we do here. Job Summary Granicus is hiring a seasoned Government Account Executive to join our team supporting the Indigov Constituent Relationship Management product suite! We are looking for a results-oriented business SaaS sales professional with a proven track record of success selling complex solutions to government clients. This is an individual contributor sales position that requires a high degree of autonomy, activity, and attention to detail. LocationGranicus is a remote first company. While we have virtual teams, you have the option for in-office work should you be located near one of our hubs. Strongly preferred that the candidate lives within their assigned territory.

Requirements

Effective Prospecting and Opportunity Management: Demonstrates a track record of successfully identifying and nurturing sales leads through both direct outreach, event attendance, client referrals and in-person engagement, culminating in the successful closure of opportunities to meet or exceed revenue targets.
Proficient in CRM Utilization: Proficiently utilizes customer relationship management software to efficiently track leads, manage opportunities, and streamline sales processes, ensuring effective follow-up and nurturing of prospects.
Adaptability in Fast-Paced Environments: Thrives in dynamic, fast-paced environments, adept at managing multiple tasks and priorities under tight deadlines to maximize sales productivity and responsiveness to client needs.
Client-Centric Problem-Solving: Possesses a genuine passion for helping clients overcome challenges, employing exceptional problem-solving skills to tailor solutions that address their specific pain points and drive value.
Solution-Oriented Sales Approach: Executes sales processes within a solution-oriented framework, focusing on building strong relationships with clients and delivering persuasive oral and written communication to effectively communicate value propositions and drive sales outcomes.
Utilization of Technology for Sales Enhancement: Comfortable and experienced in leveraging technology tools and platforms to enhance sales effectiveness, utilizing digital resources including AI tools (when appropriate) to streamline processes, gather insights, and drive engagement with prospects.
Navigating Complex Sales Environments: Skilled in navigating committee-driven sales environments characterized by multiple stakeholders and decision-makers, adept at building consensus and overcoming objections to drive successful sales outcomes.
Persuasive Communication: Capable of effectively persuading and influencing potential clients to consider our solutions, using compelling arguments and persuasive communication techniques to close sales opportunities.
Interpersonal Effectiveness and Collaborative Relationship-Building: Skilled in building strong, trust-based relationships with clients and internal teams alike, fostering collaboration and cooperation to drive successful sales outcomes.
Forward-Thinking and Strategic Mindset: Possesses a forward-thinking approach and strategic mindset, able to anticipate market trends and client needs to proactively tailor sales strategies for long-term success.
Strong Customer Orientation and Result Orientation: Demonstrates a deep commitment to understanding and meeting customer needs, coupled with a relentless focus on achieving sales targets and delivering measurable results.
Business and Technology Acumen: Exhibits a strong understanding of business principles and market dynamics, leveraging this knowledge to identify opportunities, mitigate risks, and make informed decisions that contribute to sales and revenue growth.

Responsibilities

Drive revenue growth and foster market expansion within an assigned geographic territory.
Take ownership of your assigned territory to plan and execute a go-to-market strategy with collaboration and input from cross-functional teams.
Craft and communicate compelling value propositions to prospective clients, demonstrating a clear understanding of the clients operational challenges while proposing solutions that align with demonstrable and measurable outcomes.
Facilitate collaborative selling opportunities with colleagues and peers, leveraging synergies to maximize revenue potential.
Guide and educate prospects through the evaluation and procurement journey, providing insights and assistance as needed. Prior experience with public sector sales and procurement motions strongly preferred.
Develop and execute a comprehensive sales plan aimed at surpassing predefined revenue targets.
Gain deep insight into intricate customer requirements across operational, business, and technical domains, tailoring solutions accordingly.
Build and deliver tailored client presentations (virtual and in-person) highlighting Granicus’ capabilities to address operational and business deficiencies.
Coordinate internal resources, including sales support, marketing, and solution consultants, to deliver compelling pitches and proposals.
Oversee all aspects of sales activities within the assigned territory: Prospecting and pipeline generation, opportunity management/advancement, revenue forecasting, and contract negotiation.
Actively pursue leads generated through personal efforts and marketing initiatives, ensuring no opportunity is left untapped.
Assist in formulating sales strategies in collaboration with the management team, drawing on market insights and client feedback.
Maintain meticulous documentation of all interactions, activities, and correspondence in our Salesforce CRM system.
Prepare and deliver quarterly business reviews to Sales Management, Senior Management, and peers, providing comprehensive insights into sales performance and market trends.
Be prepared to travel up to 40% of the time to meet with clients and prospects effectively. Travel requirements may vary. Virtual meetings are OK and sometimes preferable, but some travel will be required and encouraged